100 Winning Resumes For Top Jobs

100 WINNING RESUMES
FOR $lOO,OOO+ JOBS

Resumes That Can
Change Your Life!
Wendy S. Enelow
IMPACT PUBLICATIONS
Manassas Park, VA
100 WINNING RESUMES FOR $lOO,OOO+ JOBS
Copyright 0 1997 by Wendy S. Enelow
All rights reserved. Printed in the United States of America. No part of this book may be used
or reproduced in any manner whatsoever without written permission by the publisher:
IMPACT PUBLICATIONS, 9104-N Manassas Drive, Manassas Park, VA 20111-2366, Tel.
703/361-7300.
Library of Congress Cataloging-in-Publication Data
Enelow, Wendy S.
100 winning resumes for $100,00Ot jobs: resumes that can change your life / Wendy
S. Enelow.
p. cm.
ISBN 1-57023-070-6
1. Resumes (Employment) I. Title. 11. Title: One-hundred winning resumes for onehundred thousand dollar plus jobs
HF5383.E476 1997
808'.06665--d~21
97-7914
CIP
~~~
~~~~
For information on distribution or quantity discount rates, call (703/361-7300),FAX (703/

335-9486), or write to: Sales Department, IMPACT PUBLICATIONS, 9 104-N Manassas
Drive, Manassas Park, VA 20111. Distributed to the trade by National Book Network, 4720
Boston Way, Suite A, Lanham, MD 20706, Tel. 301/459-8696.
J
100 WINNING RESUMES

FOR $lOO,OOO+ JOBS
CONTENTS
ACKNOWLEDGEMENTS
vii
CHAPTER ONE
- Writing Winning R e s u m e s
CHAPTER TWO
- R e s u m e Samples
13
Accounting
14
Administration
20
Association / Non-profit
24
Banking
28
Construction / Property Management
34
Consulting
39
Customer Service
43
Education
45
Engineering
48
Food & Beverage / Hospitality
57
Finance
59
Functional
67
General Management
71
Health Care
75
Human Resources
81
Human Services
92
Import / Export
93
V
Table of Contents
vi
Insurance
95
Information Technology
99
Law
105
Maritime
109
Manufacturing
113
Marketing
121
Office Management
128
Public Relations / Corporate Communications
132
Project Management
138
Purchasing
139
Real Estate
143
Research / Science
149
Resort Management
153
Retail
155
Risk Management
157
Sales
159
Security
169
Senior Management
171
Student
191
Tax
197
Transportation
199
Travel
203
Treasury
205
CHAPTER THREE
- Keywords
RESUME C JOB SEARCH RESOURCES
207
211
This book is
...
... Dedicated to everyone who has struggled with resume writing and job search. Here are
practical tools, techniques, styles, formats and language that WILL accelerate your search.
Dedicated to the thousands of executives with whom I have worked to plan and direct
their job search campaigns. Thank you for all you have taught me - about different
industries, technologies, markets, management disciplines and more.
...
Dedicated to all of my clients who have said Thanks. You got me a job! I appreciate
this, but cant take the credit. A resume has one purpose and only one purpose - to get
an interview. Thanks for the thanks, but it was you and only you who got the job.
Congratulations!
...
Dedicated to Rebecca Stokes without whose untiring efforts and editorial assistance this
book would not have been possible.
. ..
And a special thank you to my husband and my son who have given so freely for years and
years, allowing me the time to devote to my business, my clients and my writing. You guys
are great!
vii
WRITING
Is This You?
J AN ACCOMPLISHED CEO, successful in virtually every endeavor you have

ever attempted. Youre respected by your colleagues and known throughout your
industry. Now youre faced with a simple task - just write your resume. How
difficult can that be? Weeks later, youre nowhere. The strategies, words and
concepts just wont come.
J A TALENTED MARKETING PROFESSIONAL with
years of experience writing brochures, press releases, direct mail communications and more.
You sit down to write your resume and nothing happens. Nothing. Hours, days
and sometimes even weeks later, you finally have your resume complete. You
hate it. Its the same as everyone elses. Nothing is sharp. Nothing is competitive.
J A TOP-PERFORMING SALES EXECUTIVE who can
sell anything to
anybody. No matter the challenge, the product or the market, you have always
produced. You figure that writing a resume is nothing more than selling your
qualifications. And, youre right. You sit at your PC for the next two days tying to
determine the best selling strategy. Finally you quit. You just dont know how to
sell the product when
are the product!
J A SOPHISTICATED FINANCIAL EXECUTIVE with more than ZO years

experience as CFO of a Fortune 500 corporation. Youre known throughout the
market for your expertise in deal making, negotiating, capital financing a n d
corporate treasury. You are a pro. When youve finished your resume, youre
appalled. Your resume looks like that of every other senior finance executive.
Nothing is different. Nothing is distinctive.
If
any of these sound familiar, then this book is for you. If you dont fall into any of these
categories, but have struggled to prepare a resume, then this book is also for you. In it,
you will find the SOLUTIONS for successful resume writing and job search management.
100 Winning Resumes for 5100,000+ Jobs
COMPETITIVE RESUME WRITING

A New Marketing Discipline E Art
Over the past decade, as the U.S. employment market has undergone dramatic and longlasting changes, resume writing has evolved into a much more complex and more sophisticated process. No longer is it sufficient to type a brief listing of your work history and
academic credentials. Remember the days when you did this, mailed a handful of resumes
to recruiters and a handful in response to advertisements? Within a week you were interviewing and within 2-3 weeks you were working.
If you remember this, forget it! The times have changed and the market has changed.
Today, resume writing is a competition among often very well-qualified professionals
vying for a limited number of opportunities. Theres more competition than ever before.
And the competition is more qualified than ever in the history of our job market. What
strategies and tactics can you deploy that will differentiate you from the crowd?
Resume writing has evolved into an art. Your challenge is to consolidate the highlights
of your professional career, creating a resume that is dynamic, distinctive, hard-hitting and
competitive. You must determine what experiences, qualifications and accomplishments
you have to sellthat will distinguish you from the crowd and position you for job interviews and offers. You must be aggressive and focused in conveying your message. And
you must fit your resume onto 1-2 pages.
Yes, thats right. Your resume should never be longer than 2 pages (unless an unusual
circumstance). Youre creating a snapshot of your career, not an autobiographical essay
of your entire past. The writing and presentation must be crisp and top-of-the-line.
Weve all heard the cliche that you have just one chance to make a first impression. This
is essential in resume writing, cover letter writing and job search management.
Are there anv circumstances when a 3t page resume IS appropriate?
YES. Consider this. Youre the CEO of a Fortune 50 company applying for a position
as CEO of another Fortune 50 company. Although your professional work experience is
the most critical, so are your professional affiliations, civic affiliations, non-profit affiliations,
public speaking engagements, Board of Director appointments, teaching experience and
other professional activities. In a circumstance such as this, where the candidates are the
top in the country, the search is quite selective and the stakes are high., often a longer
Writing W i n n i n g Resumes
resume is a more appropriate tool. The company is not just hiring the professional, they
are hiring the person, hidher network of contacts and hidher reputation. Longer resumes
are quite acceptable in this situation.
For any of you in academia, scientific or medical research, or health care, you know
that your curriculum vitae (not resume) can be longer than two pages. For those of you
not familiar with CVs, they are vastly different than resumes. The purpose of a resume is
to sell.The purpose of a CV is to highlight professional credentials, distinctions, research
projects, technological skills, teaching and educational experiences, publications, symposia, etc. CVs are often lengthy documents, and are appropriate tools for professionals in
education, medicine, research and science.
The best part of resume writing is that there are no rules!

O n the one hand, this is great. You have lots of room for creativity and flair in presenting
your qualifications. On the other hand, it often makes the task more difficult. If there are
n o rules, n o specific formats and n o definitive strategy, how are you supposed to know
what to do? It can be a complicated and confusing process.
But, it can also b e fun, challenging and tremendously worthwhile when you are
finished. There is little else that is as personally and professionally rewarding than to view
your own resume, your accomplishments, your contributions and your overall career
success. It is energizing and a key component to your successful job search campaign!
Of course, youll want to include your work history and educational credentials in your
resume. Other than that, what information you include, how and where you include it,
and why you include it, are u p to you. There no are limits; there are no restrictions.
The single most critical element in determining what information to include in your
resume is your current objective(s).Your resume must support your current goals, highlight your experiences and qualifications most related to those goals, and favorably
position you for the position you are seeking.
Heres a quick example. Lets say that from 1984 to 1994 you were General Manager
of a large manufacturer. Then, from 1994 to the present, you were Vice President of
Sales & Marketing. Your goal today is to get back into General Management. What types
of achievements, responsibilities and skills will you highlight in your resume? General
management of course, with sales and marketing as a secondary skill, even though it has
been the most recent experience. If your goal is sales and marketing management, the
strategy would be exactly the opposite.
I often refer to this as painting the right picture. In other words, you appropriately
weight your skills and experience, shifting the focus to the areas most in line with your
current objectives. Items on your resume d o not have to be weighted according to actual
responsibility, but rather in the manner that will alert your audience to what is most important in your job search today.
BUILDING YOUR RESUME

The Structure & The Process
OBJECTIVE
Should you use a n objective on your resume? This can often be a tough call. Objectives
are often quite limiting in terms of type of position and industry: Seeking a position in
Pharmaceutical Sales & Marketing.or, so broad that they say nothing: Seeking a
senior-level management position where I can lead a company to improved revenues
and profitability.
If you are certain of your career goal, and are not going to look at any opportunities
that do not fall into that category, then an Objective is appropriate. However, if you want
to be able to use your resume in a number of different situations, then d o not include an
Objective, and certainly not o n e that is so broad that it tells your reader nothing.
Do not feel as though you must change your Objective each time to match the position
to which you are applying. You want the resume process is to be easy and fast. In the vast
majority of situations, you want to use the same resume over and over, modifying only
your cover letter for each specific opportunity.
In situations where you d o not use an Objective, let your cover letter speak of what your
Objective is to each prospective employer. This gives you the opportunity to customize
your Objective to that specific organization and their specific needs.
CAREER SUMMARY
(AKA Executioe Profile, Career Profile,Core Competencies or QualificationsSummary)
When you write an Objective, you are telling your reader what you want from them.
When you start your resume with a Career Summary, you are telling your reader what
you can d o for them and what value you bring to their organization.
A Career Summary is a brief section that highlights your skills, qualifications, knowledge and achievements, and is designed to give a quick overview of your career history.
The Career Summary can be written in a paragraph, as a bulleted list of items, or any
combination thereof. In essence, you take your entire professional career and consolidate
it into a 1-2 page resume. Now, take the resume and consolidate into an inch or two at the
top - your Summary.
Career Summaries are the single most effective tool for establishing the readers
perception of who you are based upon your current objectives. It is this section that
allows you to paint the picture you want someone to see as they review your experience
and your fit within their organization.
PROFESSIONAL EXPERIENCE
This is THE SECTION - your opportunity to highlight your professional experience,
qualifications and achievements. Give careful thought and consideration to what you
include under each job description. EACH WORD COUNTS!
Your challenge here is to briefly, yet aggressively describe your professional experience.
For each position, you want to highlight four important things:
What did the companv do (A manufacturer? A distributor? A worldwide

technology leader? A multi-site service organization?)
Your challenqe (Was it a start-up venture, a turnaround or a high-growth

organization? Why did they hire you? Was it to manage the status-quoor
did you have a special mission?)
Your accountabilitv [Overall, what is it that you were responsible for in
terms of type and size of organization, number of employees, budgets, facilities, countries, regions, technologies, functions and operations?)
Your achievements [What did you produce and contribute?)
Achievements allow you to distinguish yourself from the crowd of other qualified
candidates who have been responsible for the same types of functions, but who have
perhaps not performed as successfully as you. For example, each CEO, CFO or Sales
Director is basically responsible for the same functions. What then do you use to distinguish o n e from the other? The answer is quite simple -ACHIEVEMENTS,
To get you started in highlighting your achievements and your contributions, consider
the following sample achievements. Do any of these items sound familiar?
Increased sales by 48% across six major market segments and despite emerging competition.
Accelerated annual profit contributions by more than 28% over previous year.
Led the development of emerging clientkerver technology, from concept
through R&D and manufacturing to nationwide market launch. Created what
is now a $16 million revenue center for the XYZ Corporation.
Drove market share from 10% to 22% within first six months through transition to customer-focused selling and account management strategies.
Reengineered all critical production planning, scheduling and manufacturing
processes for a 12% reduction in annual operating costs.
Writing Winning Resumes
Realigned field sales organization, consolidated similar markets and reduced

staffing expense by 27%.
Conceived and implemented a team-based project design and management
process, increasing on-time project delivery and significantly enhancing
customer retention.
Spearheaded acquisition and implementation of advanced robotics technologies, virtually eliminated competition and won a $15 million, 5-year contract.
Honored as 1995 Sales Director of the Year (out of 25 candidates).
Won 6 sales recognition awards, 3 over-quota sales awards a n d the
corporations most prestigious leadership commendation.
Revitalized customer service organization, recruited qualified management
team, and increased customer satisfaction ratings from 76% to 98%.
Identified opportunity and negotiated a strategic alliance with Uniroyal for
development of on-site manufacturing and distribution operations in China.
Orchestrated the companys successful and profitable expansion throughout
emerging international markets (e.g., Africa, India, Middle East, Far East).
Recruited and developed 10 sales representatives subsequently promoted to
district and regional management positions.
Architected the corporations 5-year strategic business plan that positioned
XYZ for 2 5 % t annual revenue and market growth.
Directed start-up of new manufacturing venture that grew to more than $22
million in first year sales.
Surpassed all turnaround objectives with 25% revenue and 37?6 profit gain.
Structured a n d negotiated 12 mergers and acquisitions a s part of the
corporations aggressive growth and corporate development initiative.
Introduced quality circles, implemented TQM principles and led organization
to IS0 9000 certification.
Personally negotiated $2 million capital financing transaction.
NOTE: These achievements are merely representative and given to you as food for
thought in identifying and highlighting your own career achievements. Place
your focus on the value you have delivered to your previous employers and the
value you bring to a new organization.
Position Descriptions
Start each position description with a brief introductory paragraph detailing your
challenges and overall responsibilities. Then follow with a bulleted listing of your achievements and contributions. In essence, youre telling your reader -This is what I did and
this is how well I did it. The concept is simple; the impact significant.
Follow this same format all the way through your resume, becoming more and more
brief as you get further back in time. Focus on achievements in earlier positions, not
necessarily on your responsibilities unless than were unusual and/or vast.
How far back in time d o you go when listing your employment experience? You
certainly d o not want to disqualify yourself because of your age. Unfortunately, there is n o
hard and fast rule. I like a clean picture. If you graduated from college anytime after
1968, include the date of graduation and all employment that follows. You dont have to
include much detail about the early positions (you can list them or summarize in a
paragraph), but show your career path and progression.
If you graduated from college prior to 1968, it is recommended to cut your employment history at some point (usually early to mid 1970s) and then summarize key items
from past experiences. These key items might include:
rn
rn
Well-known or well-respected companies.

Fast-track promotion.
Something you accomplished that was GREAT
Emerging products and technology experience.
International experience.
EDUCATION
Include all college degrees, major courses of study and collegeshniversities. DATE
them all, unless they were received 30t years ago. There is virtually no reason that you
would ever show a date in the 1950s. Why give someone a reason to immediately
exclude you with no thought to your achievements and your value?
It is not necessary to include colleges you attended, but from which you did not receive
a degree. However, if you d o not have a degree, you would, of course, include attendance with major course of study, name of college/university and dates (as appropriate).
W r i t i n g W i n n i n g Resumes
Be sure to include all relevant professional certifications and licenses. In relation to

continuing professional education, give a good sampling of course titles, universities,
sponsoring organizations and dates. It is not necessary to include them all - just the
highlights (particularly those most relevant to your current career objectives).
PROFESSIONAL & COMMUNITY AFFILIATIONS

Include a listing of professional and community organizations to which you belong and
any specific leadership roles, committee memberships or accomplishments. You may also
include any volunteer experience in this category that you feel is appropriate to your
career objective. Dont overdo it - people will wonder how you have the time to work!
TECHNOLOGY SKILLS
Include your knowledge and proficiency with mainframe, PC, client/server, telecommunications, internet and other technologies. If you are not in the Information Technology industry, a brief mention in your Career Summary may be appropriate. If you are in
the industry, and depending upon your specific expertise, this section may be much more
detailed and include your specific technical qualifications - hardware, software, operating
systems, programming languages, network protocols, etc.
HONORS & AWARDS

Include your honors, awards, commendations and recognition. This information can
be integrated into your job descriptions, included under Education (if appropriate) or put
into a separate category at the end of your resume. If any are of significant note (e.g.,
national awards, advertising awards, #1 industry ranking), you may even want to include
them in your Career Summary. Use a subheading titled Distinguished Credentials or
Industry Honors & Awards or Professional Recognition.
PUBLICATIONS
Being published validates your expertise. Be sure to include your publications either in
a separate category at the end of your resume or in a subheading in your Career
Summary titled Publications.
100 Winning Resumes for $lOO,OOO+ Jobs
10
PUBLIC SPEAKING
List your public speaking engagements including title of presentation, audience, location and date. If the list is extensive, give a brief overview and only include the highlights
(and, of course, those most related to your current career objectives).
TEACHING EXPERIENCE
If you are a teacher or trainer, this experience will be included in PROFESSIONAL
EXPERIENCE. If, however, you are a business professional who has also taught, be sure
to include this information. Just like publications, it immediately validates your qualifications. List course, school, undergraduate/graduate and dates.
FOREIGN LANGUAGE AND TRAVEL

We are all becoming global - in our businesses and often in our private lives. Be sure
to include your foreign language skills and travel experience either in your Career Summ a y or at the end of your resume.
PERSONAL INFORMATION
I do not recommend the inclusion of personal information such as birth date, marital
status, health, children, etc. Nor am I keen on hobbies and interests. I only recommend
that you include this information if:
Required by the employer.

Important because of a unique situation (e.g., you want someone to know
that you are an American citizen; you want someone to realize that you are
not as old or as young as they might think).
You have unusual interests that will grab someones attention. I know executives who were past Olympians, have ascended mountains on all seven continents, have trekked through untrekkable places, are competitive triathletes
and more. This type of information really sells. Include it.
NOTE: Consolidate all of the extras - Affiliations, Publications, Languages, etc. is

under one heading titled Professional Profile. Try this format:
PROFESSIONAL PROFILE
Affiliations
Publications
Languages
PC Software
Chairman, National Industries Association

Chairman, Industry Oversight National Association
Database Management, P C World, May 1992
Cybernetics, Digital Design, January 1991
Netscape, Digital & Electronics Design, April 1987
Fluent in German, Dutch and French.
Microsoft Word, Excel, Lotus, PageMaker, Wordperfect
Everything in life has a process. Resume writing is n o different. If you use the following
structured process, you will find the task much easier and much faster.
1. Open a file in your PC.

2. Type your name, address and contact numbers.
3. Type in all major headings (e.g., Career Summary, Professional Experience,
Education, Professional Profile).
4. Fill in Professional Profile. Its easy. Its only a list of information.
5. Fill in Education. Its easy. Its only a list of information.
6. Type in job titles, company names and dates.
7. Write your job descriptions. Start from your oldest job and work forward.
The older jobs are easy to write. Theyre short and to the point, and only
highlight the most significant responsibilities and achievements. As you work
forward, each position requires a bit more text and a bit more thought.
Before you know it, youll be writing your most recent job. It takes the
longest, but then youre almost finished in n o time at all.
8. Write your Career Summary. It will be easy now that youve just written all
of your job descriptions and everything is fresh in your mind. Remember to
highlight the skills, qualifications and achievements most supportive of your
11
12
current career objectives.

NOTE: If you try to write the Summary first, it will do you in! How can you
write the Summary when you haoet written the text. It can take hours instead of
just a few minutes.
TWO RULES TO LIVE BY
~~~~
Visual presentation and perfection are critical! The quality of your resume presentation
is almost as important as the content. Quality attracts attention and will instantly give you
a competitive edge.
Remember, people d o not meet you. They meet a piece of paper. Be sure that your
resume reflects your style and quality. If its poorly prepared and presented, it doesnt
matter what it says - n o one will read it.
Each and every resume is different. Your challenge is to develop a resume that will
effectively market your qualifications and distinguish you from the crowd. There are no
set rules for writing style, format, typing or printing. People are different, employment
histories are different, career goals are different and resumes are different.
Each of the next 100 resume samples that follow are real-life examples (specifics
have been changed to protect each executives confidentiality). Whats more important,
each of these resumes has worked in opening doors, getting interviews and helping to
close top-level management opportunities. Use the sample words, formats, strategies and
concepts as your solution and your foundation for a high-profile, high-performing resume
and job search campaign.
CHAPTER TWO
RESUME SAMPLES
Following are 100 resume samples, categorized by job function, for professional, management and executive job search candidates. Use them to get ideas, concepts, strategies,
structures, formats and words to develop your own resume.
Look carefully at each sample. There is a strategy in every instance for why a format
and presentation style was selected, based upon each individual's career history and
current professional goals. Find a format that most closely matches your career track and
then modify the text as appropriate.
Feel free to duplicate specific content, phrases, formats and styles as they relate to your
experience. That's why you bought this book!
I QUALIFICATIONS SUMMARY I
CORE COMPETENCIES
I TECHNOLOGY EXPERTISE I
I FOREIGN LANGUAGE COMPETENCIES 1
13
14
JOHN P. SMITH
5555 North Avenue
Los Angeles, California 92009

(619) 222-3333
CORPORATE ACCOUNTING & FINANCE PROFESSIONAL

Start-Up, Turnaround & Hish-Growth Corporations
Eighteen years experience in the design, development and management of comprehensive corporate accounting,
budgeting, financial reporting, financial modeling, tax and MIS systems. Consistently successful in linking
accounting with general operations to provide hands-on financial leadership for strategic planning, technology
R&D, sales/marketing, purchasing, inventory, production and distribution.
Delivered strong and sustainable revenue and income gains. Equally effective in capturing cost reductions through
process redesign and performance management.
PROFESSIONAL EXPERIENCE:
Controller
NEWS, INC.,Los Angeles, California
1994to Present
(Acquired by International Publishingin December 1995)

Recruited as an Inventory Accountant in 1994 following the acquisition of News, Inc., a $50 million
multi-media and CD-ROM software publisher. Promoted to Controller with full responsibility for
accounts payable, accounts receivable, general ledger, royalty and contract management, departmental budgeting, and all related MIS operations. Direct a 3-person management team and 1O+ support
personnel.
Reengineered royalty and licensing agreements in cooperation with the Legal and Licensing
Departments. Incorporated sophisticated financial analysis into intellectual property negotiations,
designed financial models and saved over $800,000.
Designed a n Excel relational database daily revenue flash report which graphically depicted gross
shipments and returns by product line. Provided senior executives with accurate data to evaluate
actual sales performance versus plan in this rapidly changing commercial market.
Launched a process-by-process redesign of key accounting functions,consolidated workflow, streamlined staffing requirements and captured over $190,000 in annual savings.
Accelerated internal automation and full use of existing system applications. Brought inventory
control module on-line, resulting in annual physical adjustment of less than 1%. Currently transitioning (via electronic transmission conversion) from AccPac to j .D. Edwards software.
Modified amortization schedules for capitalized software development costs for the R&D Department, linked with actual units sold and integrated payroll costs to more accurately record profit
margins and recapture development expenses.
NOTE: hstrumentalin positioning division for sale at twice the acquisition cost afieronly twoyears.
Assisted Price Waterhousein preparation of8 K filingsfor the SEC.
Accounting & Financial Systems Consultant
MOVERS 8 SHAKERS, Boston, Massachusetts
1992 to 1994
Recruited to design, implement and manage a PC-based accounting system for this sporting events
management company and producer of the annual Boston Marathon. As the only accounting and
finance professional in the organization, provided daily accounting, budgeting and cash management
support in addition to long-range strategic, business, market and finance planning.
Sample Resumes
15
JOHN P. SMITH - Pa3e Two

MOVERS 8, SHAKERS (Continued):
Created a comprehensive accounting and financial reporting system:

- Prepared financial statements for fiscal years 1992, 1993and 1994.
- Redesigned chart of accounts to track sponsorship fees, entry fees and concession fees by
multiple product classes and specific events.
- Developed detailed job cost and profitabilityanalysis reports as the foundation for budgeting
and event planning to facilitatefuturegrowth and improved earnings.
Accounting Manager
SIERRA, Carlsbad , California
1991 to 1992
Managed accounts payable, accounts receivable, payroll, billing, credit and collections,sales and use
tax filings, and financial statements for this $12 million electronics manufacturer.
Restructured and tightened the companyscash management policy to ensure prompt recovery of
all receivablesto meet cash requirements of payroll and vendor commitments.
Renegotiated payment schedule to recover $2 million from an Italian company. Personally
collected first $500,000payment and established framework for subsequent collection of all
outstanding funds.
Redesigned Bill of Materials for all products (in cooperation with Engineering Department)to facilitate development/refinementof standard cost system.
Managed annual physical inventory in cooperation with Price Waterhouse auditors.
Director of Operations
COLORADO VIDEO, Mountain View, Colorado
1983 to 1991
Recruited as Controller for a start-up video production company servicing cable television, corporate
training and expanding consumer video markets. Created all general accounting, cost accounting,
budgeting, financial analysis/reporting,tax, payroll and long-range business planning systems.
Promoted to Director of Operations in 1985 with full P8.L responsibility for the entire business unit.
Directed sales/marketing, studio and location production, post production, technology, human
resources, purchasing, and all corporate finance and administrativeaffairs.
Built company from start-up to over $2 million in annual revenues.
Evaluated emerging technology, sourced vendors and directed over $200,000in annual technology acquisitions to develop a state-of-the-artproduction facility.
Successfully marketed, negotiated and closed sales contracts with IBM, Apple, Pepsi, Department
of Defense and numerous other corporate and government clients.
Previous Professional Experience:
Cost Accounting Manager, Katy Windows, Irvine, California
Cost Accountant, Anderson, Santa Monica, California
Cost S, Budget Administrator, Continental Group, Boston, Massachusetts
EDUCATION:
B.S., Business Administration Management, Honors Graduate, 1 979
NORTHEASTERN UNIVERSITY, Boston, Massachusetts

Certified Tax Practitioner (CTP), State of California, 1992
1981 to 1983
1980 to 1981
1977 to 1980
100 Winning Resumes for 5100,000+Jobs
STEPHEN P. MITCHELL
232 South Street
Greenwich, Connecticut 06430
Phone
Fax
(203) 232-5353
(203) 232-6784
CORPORATE ACCOUNTING & FINANCE EXECUTIVE

Start-up, Turnaround & High-Growth Corporations
Dynamic professional career in strategic planning, development and leadership of complex accounting, budgeting, cash
management, payroll, financial analysis and reporting. Successful in linking accounting and finance to business operations
to drive forward organizational development, control costs and improve earnings. Strong project management, team
building and leadership skills. Expert PC qualifications with proficiency in Real World, Excel, Lotus 1-2-3, Microsoft Word
and Wordperfect. Extensive experience in systems selection and implementation.
INVESTMENT CAPITAL CORPORATION, Greenwich, Connecticut
1987 to Present
Assistant Controller (1 995 to Present)

Manager - Accounting, Employee Benefits &Payroll ( I990 to 1995)
Accounting Manager ( 1 987 to 1990)
Recruited to affiliate company of Investment Group, Inc. (past employer) to direct the start-up of a
complete corporate accounting function for this newly-formed syndicator. Assume additional accounting,
financial and human resource responsibilities as the company has grown from 5 to 87 employees and raised
over $1 70 million in equity sales.
Serve as the senior accounting professional in the corporation reporting directly to CFO and Controller.
Scope of responsibility is diverse and includes accounts payable, accounts receivable, general ledger,
payroll,
monthly sales commission, and preparation of year-end financial documentation for external audit review,
Coordinate accounting systems implementation and upgrades. Direct a staff of six.
Administer the entire cash management function for both company operations and its six limited partnerships. Manage banking relationships to execute and administer escrow accounts. Coordinate fund
transfers, cash receipts, disbursements and monthly reconciliations. Concurrent responsibility for the design, administration and management of all employee benefit programs and related regulatory affairs. Continue to provide cash management and accounting support to parent corporation on critical operating and
long-term planning i s u e s .
A ch ievements:
Established corporate policies and procedures for general accounting, financial reporting, cash management, payroll and year-end analysis. Implemented the flexibility required to meet the dynamic needs of
this high-growth corporation.
Created a complex system of internal and external partnership accounting responsive to the needs of the
corporation and compliant with all SEC regulations.
Facilitated implementation of general accounting system and subsequent selection, development and implementation of a state-of-the-art, PC-based lease accounting system. Managed parallel system
operations through transition to new technology.
. Created the corporations human resource policies governing recruitment, retention, payroll, commission, benefits, EEO, performance reviews, timekeeping, workers compensation and disability. Defined
criteria for employment contracts and administration.
Negotiated policies and premiums with six different insurance carriers to optimize coverage and
continue fixed costs to the corporation.
Sample Resumes
17
STEPHEN P. MITCHELL - Page Two
INVESTMENT GROUP, INC., New York, New York
1983 to 1987
Accounting Supervisor ( 1986)

Senior Staff Accountant (1983 to 1986)
Joined this investment management firm specializing in equipment leasing, limited partnerships, real estate
investments and other tax shelters. Maintained accounting and financial records for Investment Group, 7
aMiliated companies, 38 limited partnerships and 3 real estate ventures. Managed staff of four.
Acquired expertise in inventory leased equipment, wrap leases, cash distributions, cash management,
investor negotiations and letter of credit transactions for non-resource loans.
SKYLINE CORPORATION, Stamford, Connecticut
1982 to 1983
Senior Financial Analyst
Senior Financial Analyst, assisting the Director of Retail Finance for this $500 million manufacturing and
marketing company. Scope of responsibility was diverse and included budgeting, variance analysis, trend
analysis and business unit analysis/rationalization. Worked closely with senior financial and operating
executives to interpret financial data and improve business operations.
Instrumental in the design and implementation of a computerized budget model.
INDUSTRIAL CREDIT CORPORATION, Stamford, Connecticut
1972 to 1982
Assistant Accounting Manager ( 1976 to 1982)

Personnel & Payroll Supervisor ( 1 974 to 1976)
General Ledger Supervisor ( 1972 to 1974)
Promoted rapidly through a series of increasingly responsible accounting and personnel management
positions for this $550 million diversified leasing and finance company. Managed monthly and annual financial statements, general ledger, loan reporting and management of a 15,000 account lease receivable system.
Administered pension, health insurance, stock purchase and credit union plans. Filed payroll tax returns in 21
states and to the Federal Government.
Designed and implemented daily accounting system to control $150 million of commercial paper and $9 1
million of long-term debt.
Championed implementation of on-line cash application system.
OLMER CORPORATION, New Haven, Connecticut
Promoted through several positions in Accounts Payable and Payroll.
EDUCATION:
B.A., Accounting
Quinnipiac College, Hamden, Connecticut, 1969
PERSONAL PROFILE:
Native of Cuba. U.S. Citizen since 1983. Fluent Spanish.
1969 to 1972
100 Winning Resumes for $100,000+

Jobs
LAURA M. HALSEY
5555 North Avenue
Los Angeles, California 92009
(619)592-3653
CAREER PROFILE
Accounting Professional / Accounting Department Supervisor with 13 years of progressively responsible experience with high-growth, turnaround and mature corporations. Qualifications include:
Accounts Receivable
Accounts Payable
Account Reconciliation
General Ledger
Credit & Collection

Customer Service
Cash Application
Staff Training/ Development
Billing/ Invoicing
Financial Analysis/ Reporting
Chargeback/ Adjustmen t s
Team Building/ Leadership
Delivered strong and sustainable operating, financial and service gains through expertise in systems
design/implementation, standardization, workflow optimization and long-range planning. Excellent
analytical, problem-solving and negotiating skills. PC proficient with IBM System 38, H P 9 18 Image Data,
Lotus and Word.
INVESTORS, INC., Los Angeles, CA
March 1990 to December 1996
Accounts Receivable Supervisor

Recruited as Assistant Supervisor for the Accounts Receivable Department of this rapid growth
national daily newspaper. Challenged to design and implement the systems, policies, procedures
and technologies to regain control of the A / R function and establish a professional business unit.
Promoted to Supervisor within six months. Assumed increased responsibilities for accounting,
financial planning/reporting and MIS operations.
Scope of responsibility was diverse and included all billing, credit and collection activity for 1500
active accounts. Prepared monthly financial schedules, graphs, journal entries, sales commissions, and account analyses. Reviewed and approved credit applications, advertising agency discounts and advertising contracts. Monitored cash receipts application, contract adjustments and
account reconciliations.
Worked in collaboration with Advertising Sales Department to provide data relevant to account
history and credit status. Personally communicated with customers nationwide to resolve billing
discrepancies and expedite collections. Consulted with executive management to establish
corporate policy impacting A / R and credit operations.
Achievement s :
Built a n Accounts Receivable organization successful in meeting the d e m a n d s of the
company as it grew from $7 million to $30 million in annual advertising revenues over a five
year period. Met all production requirements with no additional staff.
Redesigned procedures to collect on past due accounts and increased cash flow by 37%.
Consistently surpassed all credit and collection targets. Maintained DSO of 35 days or less.
Captured a $250,000 annual cost savings through development/implementation of a n Advertising Management System to integrate and consolidate billing, credit and collection information from three autonomous business units.
Designed a series of internal reporting mechanisms to measure sales, credit and collection
performance.
Sample Resumes
19
LAURA M. HALSEY
SANFAX, Los Angeles, CA
Page T w o
May 1986 to March 1990
Accounts Receivable Supervisor (1989 to 1990)

Lead Coordinator - MIS Systems (1988)
Lead Cash Processor (1987 to 1988)
Cash Processor (1986)
Fast-track promotion through a series of increasingly responsible accounting, MIS and management positions with this $150 million fax machine manufacturer and wholesaler. Advanced to a
final position training and supervising a staff of 10, where we provided accounting, credit and
collections support for a 75-person customer service department.
Prepared monthly sales and cash receipts reports, account analyses and journal entries. Authorized customer credit adjustments and bad debt write-offs. Acquired extensive experience in
customer communications and collection negotiations.
Achievements:
Instrumental in transitioning A/ R from in-house software to a fully-integrated accounting and
financial reporting system. Resulted in a significant improvement in the quality, accuracy and
usefulness of financial d a t a for daily operating management a n d long-range business
planning.
Realigned key accounting positions, consolidated similar functions, avoided need for increased
staffing, and improved information processing and reporting.
Designed and implemented a series of standards, policies and systems to more efficiently
manage accounting/ financial data collection, analysis and reporting.
PUBLISHERS INC., New York, NY
April 1984 to May 1986
Staff Accountant
Diversified accounting a n d financial reporting responsibilities with this nationwide book
publisher and distributor. Analyzed and reconciled accounts, prepared journal entries, calculated
monthly sales summary for 35 field sales representatives, and participated in month-end closing.
Computed and reported monthly commission, bonus and royalties. Conducted quarterly audit of
consigned products with 20 book depositories nationwide.
CAPITAL JEWELERS, INC., New York, NY
March 1983 to April 1984
Bookkeeper
Managed accounts payable, accounts receivable and billing for this NYC-based jewelry wholesaler.
Prepared cash deposits, bank reconciliations and journal entries. Worked with Assistant Controller on month-end closings and month-end reporting.
EDUCATION:
B.S., Business / Major in Accounting, San Sebastian College, Manila, Philippines, 1982
Continuing ProfessionaZ Deve Zopment:
Graduate of numerous professional training programs, seminars and workshops on topics including
management, organizational development, credit, collections and related legal affairs. Several courses
were sponsored by Dun and Bradstreet.
100 Winning Resumes for S 100,000+Jobs
20
PAUL E. COLLINS
1000 Mistletoe Lane
Baltimore, Maryland 21121
(410) 599-2285
QUALIFICATIONS PROFILE:
ADMINISTRATIVE DIRECTOR with over 10 years experience managing cross-functional business
affairs for large service organizations. Expertise includes:
PC, MIS & Network Technology

Administrative Policies & Procedures
Front & Back Office Operations
Purchasing & Vendor Negotiations
Marketing & New Business Development
Human Resource Affairs

Finance, Budgeting & Banking
Client & Public Relations
Joint Ventures & Partnerships
Facilities Management
Delivered strong operating results in productivity and efficiency improvement, technological

advancement, cost reduction, and revenue and profit performance. Excellent training, supervisory
and leadership skills. Organized and skillful project manager.
Administrator
MEDICAL ASSOCIATES, INC., York, Pennsylvania
1992 to Present
Senior Administrative Director responsible for the strategic planning, staffing, budgeting and
management of all administrative and business affairs for a specialized medical practice.
Design and implement systems, processes and procedures for budgeting and financial affairs,
office services, billing, records management, facilities management, purchasing, inventory
control, and the complete human resource function (e.g., recruitment, training, scheduling,
performance appraisal, benefits, compensation). Supervise a staff of 18.
Instrumental in building revenues 50 % within three years through contributions in marketing, print advertising, public relations and community relations.
Redesigned and expanded capabilities of internal PC network through implementation of
LAN client/server technology and a fully-integrated medical practice management program
(ELCOMP). Resulted in tremendous improvements in operating efficiency and a $150,000
reduction in annual payroll costs.
Managed the selection, negotiation and acquisition of over $350,000 in capital technology
investment.
Negotiated vendor contracts and maintained stable pricing for four consecutive years.
Designed and led in-house training programs on topics including PC technology, credit and
collections, administration and OSHA regulations.
Authored business proposals to build partnerships and strategic alliances with health care
provider organizations throughout the region. Structured and negotiated contracts with
providers, vendors and business partners.
Resume Samples
21
PAUL E. COLLINS Page Two

Director of Administration
BROWN, GRANT, JACKSON & LEE, Lancaster, Pennsylvania
1990 to 1992
Planned, staffed, budgeted and directed all administrative functions for a law firm with three
offices in Pennsylvania and a staff of 200+. Scope of responsibility was diverse and included
human resources, employee relations, MIS and communications technology, accounting and
financial reporting, purchasing, office services/ administration, marketing and client relations.
Managed a $1.1million contract for the architectural design, layout and construction of a new
law firm. Brought project in two weeks ahead of schedule and 10% under budget.
Directed the selection and implementation of a VINES network system on PC server and
numerous other software, applications and technology development projects. Total capital
investment exceeded $200,000.
Designed and produced marketing and direct mail communications in conjunction with
several business/ client development programs.
Worked cooperatively with the firms partners to plan long-term operating, administrative,
financial and marketing strategies.
1984 to 1990
Director of Administration
DUKE & TAYLOR, Baltimore, Maryland
Joined a 55-employee law firm to restructure all administrative functions, introduce computer
technology and improve operating efficiency/ productivity. Held administrative, financial and
general management responsibilities similar to those at Brown, Grant, Jackson & Lee.
Transitioned from manual operations to complete automation with the introduction of IBM
mainframe technology. Significantly improved the ability to efficiently manage and catalog
volumes of legal documentation while reducing staffing requirements by more than 10%.
Designed flexible administrative systems and processes to meet growth and expansion
demands as the firm more than doubled its legal staff and client base.
Risk Manager
CITY OF ST.AUGUSTINE, St. Augustine, Florida
1978 to 1984
Directed a sophisticated internal risk management audit program of all City facilities and
operations. Evaluated regulatory and safety compliance, coordinated on-site inspections with
external agencies, and worked with City Attorney on pending lawsuits and litigation.
Earned a 1979 Certificate of Appreciation for service to the municipality.
EDUCATION.
MBA, University of South Florida, 1983
BS, Eastern Kentucky University, 1978
Completed numerous continuing professional education programs, workshops and seminars on
topics including Communications, Negotiations, Information Systems Technology, LAN & Communications Technology, Business Management and Profitability.
PROFESSIONALAFFILIATIONS:
American Management Assn
American Bar Assn
American Marketing Assn
Medical Group Management Assn
American Academy of Procedural Coders

American Computer Systems & Technology Professionals
American Academy of Medical Administrators
American Institute of Professional Bookkeepers
22
HELEN P. GARRETT
200 Hillside Lane
Silver Spring, Maryland 20660
Home (301) 858-2278
Office (301) 595-6487
CAREER PROFILE
Over 15 years experience planning and directing executive-level administrative affairs and support
to Chairmen, Boards of Directors and Senior Management. Combines strong planning, organizational and communications skills with the ability to independently plan and direct high-level
business affairs. Qualifications include:
Shareholder Meetings & Communications

Regulatory Reporting & Communications
Corporate Political & Legislative Affairs
Customer Communications & Liaison Affairs
Confidential Correspondence & Data
Executive Office Management

Staff Training & Development
Budgeting & General Accounting
Special Events Planning
Special Project Management
Proficient in the use of Wordperfect for Windows 5.2. Experienced with Lotus 1-2-3.
INTERSTATE SAVINGS BANK, Silver Spring, Maryland
1989 to Present
Corporate Secretary
Executive Assistant to the Chairman and Board of Directors
High-profile, executive-level administrative position supporting the Chairman, Board of
Directors and other top management personnel throughout the organization. Scope of
responsibility is diverse and includes Board affairs, customer and stockholder communications, employee stock options, special events, regulatory reporting and executive
administration.
Executive Liaison between Chairman and Senior Management Committee, Business
Departments, and employees to plan, schedule and facilitate a broad range of
corporate initiatives, company operations and large-scale business functions.
Handle confidential operating and financial information, maintain corporate records
and minutes, and execute corporate contracts and agreements.
Project Supervisor for annual shareholders report. Coordinate annual shareholders
meetings, manage liaison affairs with outside counsel regarding proxy statements,
and facilitate print production of shareholder communications.
Maintain/update files for regulatory review, oversight and approval.
Provide training and supervision to Executive Departments support staff.
Resume Samples
23
HELEN P. GARRET"
Page Two
CONSTITUTION PAPER COMPANY, Washington, D.C.

Federal Corporate Affairs Division
1977 to 1989
Secretary to Vice President 8s Director / Office Manager (1983 to 1989)

Assistant Administrator for Voluntary Contributors / Office Manager (1981 to 1983)
Secretary to the Vice President (1977 to 1981)
Fast-track promotion through a series of increasingly responsible administrative
management positions in Constitution's government affairs and lobbying division. Worked
directly with the Director to provide executive-level administrative and operating
management support.
Planned, staffed and directed all office management functions for the Department.
Scope of responsibility was diverse and included A/P, A/R, budgeting, petty cash and
corporate checking accounts. Recruited, trained and supervised administrative staff.
Developed procedural and documentation manuals.
Managed confidential correspondence, appointments, meetings and schedule for the
Director. Personally planned and coordinated industry and inter-company meetings
involving the Corporate Affairs Department.
Independently researched, responded to and followed u p on requests from Congress
and company management.
Worked cooperatively with Corporate Secretary to direct the planning/execution of
the 1986 and 1988 annual shareholders meetings.
Administered the Voluntary Contributors for a Better Government Program, nationwide employee fundraising effort to increase support for corporate lobbying and
legislative initiatives. Directed all Federal Election Commission filings and State
Election Committee filings for the corporation's Political Action Committee.
PREVIOUS PROFESSIONAL EXPERIENCE included several responsible administrative and
customer service management positions. Completed a three-year position with Engravers of
Europe, managing sales and service relationships with foreign embassy personnel, government officials and corporate VIPs.
EDUCATION
University College/University of Mawland, College Park, Maryland

Business Courses ( 1989 to Present)
I'M' Business Institute, Bethesda, Maryland
Secretarial & Administrative Training Program ( 1977)
Montgomerv College, Rockville, Maryland
Music Major (1969 to 1970)
References Provided Upon Request
100 Winning Resumes for S 1OO,OOO+ Jobs
24
DONALD ? TORRENCE
Home (405)366-8965
Office (405)360-0924
1834 Wooden Court

Wichita, Kansas 32559
NON-PROFIT ORGANIZATION & ASSOCIATION EXECUTIVE

Well-qualified Leadership Executive with 15t years experience in association management. Qualifications include:
Financial & Budgetary Affairs
Strategic & Mission Planning
Policy & Procedure Development
Fundraising & Corporate Giving
Special Events Management
Political & Legislative Affairs
Member Development
Volunteer Recruitment
Community Outreach
Educational Programming
Public Speaking
Committee Leadership
NON-PROFIT ORGANIZATION & ASSOCIATION LEADERSHIP EXPERIENCE:

AMERICAN RED CROSS
Finance Committee Member, Kansas State Affiliate Chapter (1994 to Present)
Appointed to 17-member committee responsible for oversight of a $2.3 million budget allocated for
ARC-sponsored research, educational programs, fundraising, and community outreach/service programs.
Board of Directors, Kansas State Affiliate Chapter (1994 to Present)
Appointed to ARCS State Board responsible for establishing strategy, administering financial affairs, and
directing all statewide operations for the organization. Consult with local chapters to expand programming, fundraising, education and service initiatives targeted to 373,000 Kansans annually.
Joint Fundraising Program Committee Member ( 1994 to Present)
Member of a national joint ARC and Disaster Relief Fundraising Project launched in March 1994.
Completed leadership development program to train others in corporate fundraising strategies.
President, Cleveland County Division (1992 to 1994)
Elected as the senior management executive leading the entire ARC affiliate organization and all related
fundraising, corporate sponsorship, special events, educational and community outreach programs.
Significantly expanded the visibility of the organization and increased donations by more than 10%.
KANSAS ASSOCIATION OF LIFE UNDERWRITERS
Regional Vice President (1994 to Present)
Currently leading a multi-chapter leadership initiative to increase membership, expand marketing
communications and improve professional education opportunities.
Board of Directors, Political Action Committee (1988to 1991)
Led a 10-member committee responsible for identifying and supporting favorable legislative actions.
State Multiline Committee Chairman (1987 to 1988)
Directed statewide member development and networking programs for this 1500-member organization.
CENTRAL KANSAS ASSOCIATION OF LIFE UNDERWRITERS
President (1988 to 1989)
Elected President of a 63-member region-wide professional organization. Established policy and mission
statement, designed member recruitment programs, launched high-profile fundraising and corporate
giving campaigns, established volunteer network, and managed professional education and training
programs. Previously served as Secretarynreasurer and Vice President. Active member since 1985.
Received 1988Public Service Award for leadership expertise in fundraising and community outreach.
Resume Samples
25
DONALD P. TORRENCE
Page Two
~~~~
~ _ _ _
WICHITA, KANSAS ROTARY CLUB

Foundation Committee Chairperson ( 1994 to Present)
Elected Chairperson responsible for planning and directing a club fundraising program targeted to 150member organization. Appointed committee members, developed fundraising strategy and goals, and
spearheaded all promotional and advertising programs.
Paul Harris Fellow & Benefactor (1992, 1994)
Distinguished designation for personal fundraising contributions.
Membership Development Chairman (1988, 1991)
Appointed to launch a massive marketing initiative to increase Club membership through targeted
solicitation of business and civic leaders.
WASHINGTON FRANKLIN FOUNDATION
Staff, Wildlife Museum & Park (1972 to 1973)
Assisted with special events planning and site logistics, coordinated property management activities and
assisted with historical tours for 3500-acre Wildlife Preserve, Western-Indian Museum and Historic Lodge.
Actively involved with several other non-profit organizations to provide support for fundraising, educational
and marketing programs.
Wichita, Kansas Chamber of Commerce (Leadership Graduate & Past Membership Chairman)
Kansas State University 0 Club (Life Member)
Kansas State University Alumni Association (Life Member)
President
Torrence Asset Management, Wichita, Kansas
1994 to Present
Executive Consultant providing expertise in financial planning, estate and retirement planning, complex
financial negotiations and investment management.
District Manager / Agent

Farmers Insurance Group, Wichita, Kansas
1983 to 1994
Fast-track promotion to district management position controlling a n $8.8million portfolio. Transitioned

district from loss to profitability with 10%annual increase in customer base through innovative marketing strategies and campaigns. Created and led a 2 1/2 year sales, management and leadership training
program. Recipient of numerous prestigious performance and management awards.
Managing Partner
Torrence Oil and Gas Operators, Topeka, Kansas
1979 to 1983
Founded and profitably operated a consulting exploration and drilling company that grew to over $1
million in managed operations. Negotiated complex land acquisition, leasing and mineral rights
contracts with private owners, municipalities, government agencies and institutions. As Chief Operating
Officer, directed the entire business planning, financial, human resource, contracts and administrative
organization.
EDUCATION:
BS / Advertising & Public Relations, Kansas State University, 1979

Management Training & Development, University of Kansas
National Association of Security Dealers Series 7 & 63 Licenses
Life Underwriting Training Council Fellow (LUTCF)
100 Winning Resumes for S lOO,OOO+ Jobs
26
PATRICK WILLIAMSON
31654 South 27th Street West
Las Cruces, New Mexico 78551
(502)685-4873
ASSOCIATION EXECUTIVE
Public Policy Development /Legislative Advocacy / Member Development & Retention
Budgeting &Financia
i
Z Affairs / Member Services / Marketing Communications / Board Relations
Human Resource Affairs / Training & Development / Strategic Planning /Media Relations
Over 10 years executive-level experience in the development, growth and leadership of member-driven,
not-for-profit organizations. Consistently successful in increasing revenues and funding, expanding
membership a n d winning legislative support. Pioneered innovative products, programs and services to drive
revenue growth and enhance member services. Law Degree from Chicago-Kent Law School.
Director of Marketing
ELDERS OF AMERICA, INC., L a s Cruces, New Mexico
1995 to Present
Senior Marketing Executive leading the strategic planning, design and implementation of all
marketing, advertising, public relations and community outreach programs for a 450-resident
senior life care community. Introduce programs, models and strategies to reengineer and
reposition existing business development campaigns and accelerate growth within target
markets. Conduct extensive market research to obtain baseline data for long-term strategy
development and tactical plan deployment. Manage planning, budgeting, staffing, training,
public relations and press relations. Coordinate regulatory affairs. Advise Executive Director
on key marketing strategies.
Increased occupancy from 96% to 99% within first six weeks.
Revitalized resident marketing campaign with in-house training/mentoring programs.
Spearheaded development of community ou treach, special event programs a n d event
sponsorship to build market presence and capitalize upon public/ private partnerships.
Executive Director / CEO

1991 to 1995
NEW MEXICO ASSOCIATION OF HOMES & HOUSING FOR THE AGING, Las Cruces, New Mexico
Recruited as Executive Director / CEO with full operational and P&L responsibility for a not-forprofit trade association representing the senior retirement housing industry. Held complete
accountability for policy, financial affairs, human resources, member development and
retention, member services and legislative/ political affairs.
Created a proactive, member-driven organization that developed effective public policy
programs a t both the state and federal levels that won support to maximize reimbursement and
reduce burdensome regulatory controls. Established a visible and impactful presence throughout the legislature.
Built Association from 92 to 205 members and affiliates (100% growth). Launched a series
of high-profile advertising, marketing and member communications programs to increase
member base and voice of the Association.
Increased operating budget by more than 100% through combined efforts in expanding
membership development, restructuring member dues and increasing member services (e.g.,
training programs, regulatory review assistance, salary and benefit models, group buying
consortium, below market rate loan financing, communication services).
Resume Samples
27
PATRICK WILLIAMSON - Page Two

Created and marketed a unique professional staffing program that reduced member payroll
costs and improved stability and quality of workforce. Program created a new and viable longterm revenue source for the Association.
Revitalized the member communications program with a biweekly newsletter, member
brochure and complete marketingladvertising portfolio.
Pioneered a unique industry accreditation program.
Led start-up of educational and research foundation and Political Action Committee.
Director of Public Policy

INDIANA ASSOCIATION OF HOMES FOR THE AGING, Indianapolis, Indiana
1985 to 1991
Served as Assistant Director of state association working to advance legislative support,

funding and services to state-wide, not-for-profit senior retirement housing communities.
Responsible for member development and recruitment, member services a n d technical
assistance, and regulatory issues. Assisted Executive Director with public policy initiatives.
Promoted in 1988 to Director ofPublic Policy, a newly-created position established to meet the
growing demand of increasing membership (200+). Held full responsibility for the strategic
planning, policy development and management of the complete public policy program.
Spearheaded a state-wide grassroots advocacy network and Political Action Committee (PAC)
that supported successful efforts in increasing state-funded reimbursement and decreasing
regulatory burden. Program served as the model for other states nationwide.
Appointed key spokesperson to the Indiana General Assembly, Congressional delegates, state
agencies, local politicians, media representatives and key business leaders.
Authored memoranda and public statements, developed data tracking and analysis protocols,
and advocated for the passage of favorable legislation and amendments. Consulted with
national policy affiliate on major legislative initiatives impacting the industry.
Consulted with members state-wide to provide expertise in third party reimbursement,
public policy, legislative analysis and tax regulations.
Senior Research Director

CITIZENS FOR BRONSON, Chicago, Illinois
1984 to 1985
One-year contract assignment directing all opposition research, data collection and analysis
programs for the candidates campaign for States Attorney.
EDUCATION:
Juris Doctor Degree, 1984
CHICAGO-KENT LAW SCHOOL, Chicago, Illinois
Bachelor of Arts Degree in Economics &bPolitical Science, 1980
NORTHWESTERN UNIVERSITY, Chicago, Illinois
PROFESSIONAL AFFILIATIONS:
American Association of Homes & Services for the Aging
- National Purchasing Committee Member (1996)
- National Public Policy Committee Member (1994)
American Society of Association Executives
New Mexico Society of Association Executives
National Health Lawyers Association
28
DENISE L. HARRIS
222 West Broadway
New York, New York 10011
Business
(212) 555-3131
Residence (718) 633-1212
CAREER PROFILE
Distinguished management career with Bank of America leading operating divisions, technology
divisions, global marketing and sales organizations, and the division strategic planning function.
Expert in turnaround management, process reengineering and crisis management. Equally
successful spearheading start-up banking and technology ventures and accelerating profit growth
within established markets worldwide.
Distinguished Professional Activities:
Published Author, Correspondent Bankinp Journal, Global Finance and Euro Money.
Guest Speaker on correspondent banking and regulatory issues at conferences worldwide.
Appointed Representative to the Federal Reserve Advisory Group on Payment System Risk.
Appointed Representative on Financial Services Advisory Group to Bulgarian Government.
PROFESSIONALEXPERIENCE:
BANK OF AMERICA, New York, New York
1970 to Present
(Global nierchnnt bnrzking institution with $ 1 00 billion in nssets)
President
- Financial Services Information Systems Corporation (1993 to Present)
Senior Operating Executive with P&L responsibility for the full-scale launch and growth of
this technology subsidiary. Hands-on management of all sales, marketing and business
development programs to introduce eight sophisticated financial system products.
Built organization to 60 employees (including three managers and a controller). Established
all operating policies and procedures, implemented MIS technology, designed budgets and
financial reporting systems, created distribution strategies and launched nationwide
introduction.
Transitioned business from revenues of less than $2 million to $10+ million in two years.
Orchestrated asset sale and partnership divestiture, both with significant financial
return.
Currently spearheading a number of market expansion programs to position the
company for long-term market growth and profitability.
Managing Director
- Global Assets Department (1992 to 1993)
Staff position leading the development of the Banks strategic business plans for the Global
Assets Department. Focused efforts on identifying offshore business development opportunities to drive growth within the funds management business.
Recommended integration of domestic and international operations to capitalize upon
the strengths and core competencies of each organization.
Worked cooperatively with General Manager in Spain to identify business opportunity
and negotiate joint venture with local multinational company to start-up a subsidiary.
Evaluated market expansion opportunities in Latin America, Asia and Europe.
Resume Samples
29
DENISE L. HARRIS
Senior Vice President
Page Two
- Global Sales (1991 to 1992)
Led 110-person global sales, marketing and business development team challenged to transition U.S. operations from loss to profitability while accelerating international growth.
Exceeded all turnaround objectives and returned U.S. to profitability.
Increased international sales by 15% despite emerging competition.
- International Correspondent Banking (1987 to 1991)
Senior Operating Executive leading this Division through a period of rapid growth and
expansion. Scope of responsibility included Investment, Depository, Cash Management,
Collection and Letter of Credit operations. Managed an international team of seven direct
reports responsible for 900 operations, sales, marketing, credit and MIS personnel.
Built profits from $27 million to $64 million within three years to become the 4th largest
profit center in the Bank.
- Group Head (1981 to 1987)
Full operating management responsibility for MIS, Letter of Credit Processing, Foreign
Exchange, Collection, Money Transfer and Check Processing Departments. Managed a
direct reporting staff of seven and more than 1200 employees.
Led organizations through complex corporate change and re-designed to operate as an
independent profit center supporting global business.
Introduced productivity, efficiency and service improvement initiatives.
Directed the acquisition and integration of numerous MIS technologies to refine existing
systems, introduce new applications and increase processing capabilities.
Vice President (1976 to 1981)
Managed large-scale Lockbox Processing, General Ledger and Customer Account Reconciliation departments for both wholesale and retail operations. Directed a staff of up to 400
with full budgetary responsibility for all operations.
Spearheaded a series of technology acquisitions and integrations to enhance internal
management reporting and customer transaction processing capabilities.
Delivered significant improvements in data quality. Restored customer credibility.
Early career positions as Assistant Treasurer and Assistant Vice President. Managed
accounting and securities processing operations. Two year special assignment developing
and implementing Bank-wide Affirmative Action plan.
EDUCATION:
HARVARD UNIVERSITY
Graduate, Professional Management Development Program (abbreviated MBA)
PROFESSIONAL & CIVIC AFFILIATIONS:

Board of Directors, Executive Leadership Council
President, Executive Leadership Council Foundation
CO-Founder, Urban Bankers Coalition
Board of Directors, Greater New Jersey YMCA
30
DANIEL R. POWELL
4466 Oakwood Court
Cleveland, Ohio 44323
(216) 883-9922
BANKING, LENDING & FINANCIAL SERVICES EXECUTIVE

Twenty-year management career as a Senior Operating Executive leading successful start-up, turnaround and
high-growth organizations. Expert in building consensus and leading cross-functional teams to action and
achievement. Combines strong P&L, general management, strategic planning, sales and marketing expertise
with the ability to capitalize upon market trends and emerging market opportunities. Comprehensive
knowledge of lending, underwriting and loan processing procedures, systems and technologies. MBA Degree.
Built production volumes t o unprecedented levels and delivered fee income 55% over projection.
U.S.BANK, Cleveland, Ohio
1994 to Present
Recruited to this $13 billion mortgage oriented consumer bank by Korn/ Ferry International.
Challenged to lead the turnaround and return to profitability of the Residential Lending Division.
Concurrently, integrated one merger and one acquisition to now control a Residential Lending
portfolio twice original size. Given full strategic planning and operating management responsibility for a complete revitalization of sales, marketing, customer service, product development,
loan underwriting, loan processing, quality control, pricing and investor sales. Manage an
$8 million annual operating budget and a direct staff of 105.
Developed strong and sustainable financial gains:
- 242% increase in production volume over 1994 1Q.
- 101% increase in production volume over previous year.
- 11%reduction in staffing requirements in largest operating division.
- 56% improvement in service performance (28.8 to 12.8 days for loan approval).
Transitioned bank from a price-sensitive competitor to a quality-based service organization.
Introduced production/ performance measurement tools, recruited talented sales management,
and implemented incentives to increase service levels and improve customer retention.
Championed and successfully launched new Wholesale/ Correspondent Lending Department
in 1994. Increased first-year funding from $6 million to over $100 million in 1995, with 1996
production in excess of $200 million.
Directed residential lending due diligence activities in support of U S . Banks aggressive M&A
program. Actively involved in structuring and negotiating the 1995 acquisition of two Household International operating locations and the 1995 merger with First Fed of Michigan.
Spearheaded design and implementation of sophisticated lending systems and technologies.
Voting member of the Commercial Real Estate and Corporate Loan Committees.
BANKERS MORTGAGE CORPORATION, Chicago, Illinois
1987 to 1994
(Subsidiary of Bankers COT)
Senior Vice President (1992 to 1994)

Regional Vice President (1988 to 1992)
District Loan Manager (1987 to 1988)
Joined this $45 billion institution as a Vice President/ District Loan Manager in Southport Connecticut. As the only Bankers employee in New England at that time, challenged to build market
presence and create a strong profit center.
Resume Samples
31
DANIEL R. POWELL
Paxe Two
BANKERS MORTGAGE CORPORATION (Continued):

0
Finished as number two office in first year and achieved profitability within seven months.
Promoted in 1988 to Regional Vice President, the youngest manager in the companys history.
Led the New England region through a period of unprecedented growth to six branches, 92
people and loan production of more than $350 million in 1992.
Promoted to Senior Vice President of Midwest Area of National District Lending Department in
1992. Given full P&L responsibility for three regions, 15 district lending offices, 240 employees and
a $9.5 million annual operating budget. Granted loan approval authority to $750,000.
Delivered a $200 million increase in production volume within first year to over $1billion.
Generated net fee income of $17 million.
Led National District Lending in average net fee income per office, service performance and
delinquencies.
Created an innovative performance/ productivity analysis and reporting method subsequently
integrated throughout the entire corporation.
DELOITTE & TOUCHE, New York, New York
1987
Independent Consultant
Recruited to manage a complete redesign of all user documentation for the firms Partner Accounting System (compensation and benefits for all Deloitte & Touche partners worldwide). Promoted
to Team Leader within two months of engagement. Led a 6-person cross-functional business
systems and management team.
FIRST FEDERAL SAVINGS BANK, White Plains, New York
1986 to 1987
Assistant Vice President Underwriting (1987)

Supervisor Loan Counseling & Processing (1986 to 1987)
Recruited as Supervisor of Loan Processing and Counseling for this $4.5 billion thrift. Reduced
backlog of loans in process from 140 days to less than 30 days within three months and immediately
promoted to Assistant Vice President. Led three-person Underwriting Department and chaired
Loan Committee. Introduced improved quality processes to ensure that loans were properly
documented for secondary market sale.
MORRISON REALTY, INC., Houston, Texas
1979 to 1986
Sales Manager directing agent recruitment and training, lender relations, print advertising,
budgeting and financial reporting. Spearheaded successful and profitable entry into the insurance
services industry, building new business to more than 80% of total company revenues.
KNOX, INC., Houston, Texas
1976 to 1978
Account Representative selling U.S. Government debt securities to thrift and banking institutions
for this regional investment banking firm. Led training class in first year revenue booked.
UNITED STATES AIR FORCE - Aeromedical Technician, TyndaIl AFB, Florida
EDUCATION
MBA, University of Chicago - Graduate School of Business, 1995

BA, University of the State of New York - Albany, 1993
1973 to 1975
32
JOHN WARNER
700 Lincoln Place
Baltimore, Maryland 2 12 12
Home (410)632-5544
Office (410)442-4567
SENIOR BANKING 8s FINANCIAL SERVICES EXECUTIVE

GlobaZ Marketing & Business Development/PortfoZio DeveZopment & Management
Transaction & Relationship Banking Services / Strategic Planning & Organization Development
New Venture Start-Up & High Growth/Risk &Asset Management / Product & Service Pricing
MBA in Finance. CPA Certification.
BANK ONE,Baltimore, Maryland
1973 to Present
Distinguished management career with one of the highest rated financial institutions in the U.S.
(Standard & Poors, Moodys). Spearheaded high-profile and financially successfil business
development programs which successfully expanded Bank Ones presence throughout emerging
business and international markets. Career highlights include:
Senior Vice President, Transportation& Leasing Group (1989 to Present)
Promoted from Senior Vice President of Maritime Division to develop and direct the entire
Transportation and Leasing Group. Given complete responsibility for building a portfolio of four
independent operating divisions (Marine, Air, Rail, General Leasing) targeted to distinct
business markets worldwide.
Scope of responsibility includes a professional staff of 20 and a $600 million risk asset portfolio
(loans, leases, lines of credit and letters of credit for secured transportation equipment financings).
In addition, build and direct fee-generating banking relationships with customers worldwide
(e.g., cash management, foreign exchange, depository, investment management, trust).
Delivered 6%of the banks total earnings in 1994 ($7 million in net income with ROA of
1.6%and ROE of 15%. Achieved net interest margin of 2.4% and efficiency ratio of 37%.
Continue to maintain portfolio with no non-performing assets.
Further expanded the global market penetration and financial success of the Marine
Transportation Division. Continued to build loan portfolio from $100 million to $225 million,
DDA portfolio to $20 million and annual fee income to a n average of $700,000.
Built Rail Transportation Division from 1988 concept into a $120 million loan portfolio,
$2 million deposit base and $200,000 in annual fee income. Established business infrastructure, sales/ marketing organization, lending and credit administration policies and
internal administration.
Appointed President of Bank One Leasecorp in 1992, responsible for the management of a
general leasing division (e.g., FFE, computer technologies, medical and manufacturing
equipment, robotics). Built portfolio to $170 million.
Expanded links with and support to other Bank One business centers customer-based
relationships.
Resume Samples
33
JOHN WARNER
- Page Two
Senior Vice President, Maritime Division ( 1981 to 1988)

Senior Manager with full responsibility for the strategic planning, development, staffing and
management of a newly-created global banking division. Launched worldwide marketing
programs targeted to major shipping centers and vessel owners throughout the U.S., U.K., Latin
America, Greece and Hong Kong. Built a n integrated portfolio of transaction banking and
relationship banking services to provide a single point of contact to key account base.
Built loan portfolio from $15 million to $100 million, deposits to $1O+ million and fee income
to more than $300,000.
*
Established long-term and profitable relationships with major shipping lines worldwide (e.g.,
Maersk, Sealand, International Shipholding).
Captured Port of Baltimores maritime community (e.g., stevedoring companies, steamship
agencies, freight forwarders, customhouse brokers). Outplaced all previous competition.
Led the design of a series of industry-specific banking, cash management and service
programs for the U.S. maritime industry.
NOTE: Retainfull operating control of the Maritime Division in current position.
Vice President & Manager, London Branch (1979 to 1980)

Accepted one-year reassignment to direct the business development effort of Bank Ones U.K.
operation. Built relationships with corporate and industrial accounts for lending, depository
a n d financial management services. Worked cooperatively with another vice president
responsible for internal branch operations, staffing, transaction processing, accounting,
lending, credit and headquarters reporting.
Assisted in building loan portfolio from start-up to over $100 million within first year.
Established key account relationships with major European corporations including Unilever,
Phillips and ESAB.
Vice President, Latin American Division (1973 to 1978)

Marketed Bank Ones relationship and transaction banking services to U. S . headquartered
multinational corporations with operating divisions, subsidiaries, joint ventures and other
business interests throughout Latin America.
Established a critical business relationship with DuPont to manage 50% of their U.S.
documentary collection service. Processed tens of millions of dollars in annual transactions
a t a substantial profit return to the bank.
Captured Latin American corporate accounts (e.g., IBM, Sears, Xerox, Continental Can, ITT,
American Can) within a highly-competitive international banking market.
EDUCATION:
MBA / Finance Major, University of North Carolina, 1973

BS in Economics / Finance Major, University of Pennsylvania (Wharton School), 1968
CPA, State of Maryland, 1980
PROFESSIONAL ACTIVITIES:
Affiliations
Member, Finance Committee & Board of Directors, Quikee Food, Inc.

($1 billion gross revenue, 530-site retail convenience chain)
Publications
Published Author, Euromoney (1993, 1994)
Languages
Fluent in Spanish.
(Articles on ship and rail equipment financing)
PERSONAL PROFILE: First Lieutenant, U. S . Army (Vietnam Veteran). Licensed Private Pilot.
100 Winning Resumes for $1 OO,OOO+ Jobs
34
JOHN T.BROWN
385 Cherry Hill Road
Moorestwon, New Jersey 08235
(609)238-55 11
CONSTRUCTION INDUSTRY EXECUTIVE

Senior-Level Management / Claims Avoidance & Mitigation / Expert Testimony / CPM Scheduling
Law & Litigation / Contract Negotiations & Administration / Resource & Asset Management
Industry Expert with 20+ years of direct profit and loss management. Experienced Counsel and Professional
Engineer. Career highlights include:
Directed sophisticated, multi-million dollar construction projects.
Managed hundreds of millions of dollars in construction claims, disputes and litigation.
Provided expert witness testimony before local, state and federal courts.
Created turnkey construction service programs that drove millions in new revenues.
Established successful and profitable construction consulting practices.
President & Chief Executive Officer
1987 to Present
INTERNATIONAL CONSTRUCTIONCONSULTANTS, Philadelphia, Pennsylvania
Promoted from affiliate company (Fleet Massey Company) to President & CEO of this professional
consulting group specializing in claims avoidance and mitigation, contract dispute resolution,
project scheduling (CPM) and construction management. As Senior Operating Executive,
responsible for strategic business planning, legal affairs, finance and accounting, sales/ marketing, new business development, professional staffing and P&L management.
Manage the entire consulting practice and all client relationships. Personally handle complex
projects, claims and negotiations. Travel nationwide to provide expert testimony and litigation
support a t local, state and federal court proceedings on behalf of client companies.
Management Achievements
Improved annual profit contribution by 10%-20%.
Reduced overhead operating costs by more than 35%, streamlined workflow, reallocated
personnel and optimized existing resources.
Directed company-sponsored seminars and training programs for government agencies,
construction companies, professional associations and private organizations.
Claims Avoidance & Mitigation

Built a consulting group recognized nationally for expertise in claims management.
Facilitated cross-functional teams responsible for comprehensive analysis of construction
management, scheduling delays, time impact, productivity, contracts, plans, specifications
and field operations.
Directed complex claims analysis, avoidance and mitigation for projects totalling over $350
million in construction value. Worked cooperatively with in-house and external counsel to
facilitate claims resolution and settlement.
Resume Samples
35
JOHN T. BROWN
- Page Two
Litigation Support & Expert Witness Testimony

Provided expert testimony for major claims actions in local, state and federal court. Testified
on construction delays and damages, wrongful termination, environmental issues, contract
interpretation, defective specifications and other matters.
Appeared before the Corps of Engineers Board of Contract Appeals, New Jersey Superior
Court, Pennsylvania State Supreme Court, U.S. District Court and the Delaware Court of
Common Pleas.
Construction Management
Built a comprehensive Construction Management (CM) / Project Management Oversight
(PMO) organization providing fully-integrated, turnkey services - cost estimating, design
review, CPM scheduling, change order review, on-site inspection, shop drawing review,
tenant relations, permitting and on-site construction supervision.
Directed approximately $300 million in construction projects for institutional, office and
warehousing facilities, public utilities and commercial/ corporate revitalization.
CPMScheduZing
Built scheduling services from small venture in to highly-profitable revenue center. Personally directed entire scheduling function for $235+ million in heavy, highway and railway
construction. Directed development of scheduling specifications for federal, state and public
agencies.
Created a comprehensive services program providing initial master project schedules,
pre-bid CPM schedules, construction contract schedules, monthly schedule updates, and
both time impact and delay analysis.
Vice President / Board of Directors

FLEET MASSEY COMPANY, Camden, New Jersey
1986 to 1987
Member of a 6-person senior management team responsible for the strategic planning,
development, financial affairs and operations of this marine, heavy and highway construction
company. Personally managed complex legal and claims related matters.
President / General Counsel / Vice President

EFUCKSON, INC., Philadelphia, Pennsylvania
1969 to 1986
Fast-track promotion through a series of increasingly responsible positions, from Engineer/

Estimator to President of this heavy and highway construction company (founded in 1916).
Company was recognized as one of Engineering News Records 400 largest contractors in 1980.
Scope of responsibility was diverse and included P&L, general management, administrative,
legal, human resource and business development functions. Concurrently, directed claims
management and expert witness testimony. Oversaw field operations and managed affiliate
electrical contracting business.
Built annual revenues to $20+ million and delivered consistent improvements in profitability
and net earnings.
Competitively bid, won and managed over $125 million in construction projects. Personally
structured and negotiated all major transactions.
Established long-term and profitable business relationships with several major clients
including the Pennsylvania Department of Transportation and the City of Philadelphia.
36
JOHN T. BROWN - Page Three

1968 to 1969
Design Liaison Engineer
PENNSYLVANIA DEPARTMENT OF TRANSPORTATION, Philadelphia, Pennsylvania
Liaison with engineers and architects for design reviews and scheduling of large highway and
bridge construction projects. Coordinated efforts of technical support departments.
Test Operations Engineer

THE BOEING COMPANY,Federal Way, Washington
1966 to 1968
Directed sophisticated test programs for the development of prototype research aircraft and
systems (Chinook Helicopter). Managed projects from initial planning through final reporting
to the U.S. Department of the Army. Facilitated cross-functional project teams.
EDUCATION:
UNIVERSITY OF PENNSYLVANIA LAW SCHOOL, Philadelphia, Pennsylvania
Juris Doctor Degree, 1983
DREXEL UNIVERSITY, Philadelphia, Pennsylvania
Master of Civil Engineering, 1973
Bachelor of Civil Engineering, 1966
TEACHING EXPERIENCE:
Adjunct Assistant Professor in Civil Engineering a t Villanova University, 1985 to 1986
Highlights of Seminar Presentations:
Claims Avoidance - What Can You Do?, American Society of Civil Engineers, New Jersey
Construction & Engineering Expo, and Contractors Association of Delaware
The Claims Consultants Role, Building Contractors Association
Running Construction Projects Effectively, Building Contractors Association and Northeast
Construction Expo
How to Avoid Construction Disputes & Increase Profits, Pennsylvania Engineering Conference
Architect/ Engineer Liability, New York Engineering Conference
PROFESSIONAL PROFILE:
Certification:
Registered Professional Engineer, Pennsylvania, New Jersey, Delaware
Bar Admissions:
U.S. Supreme Court, U.S. Court ofAppeals for the Third District, U.S. District
Courts for the District and State Courts in Pennsylvania and and New Jersey.
Puhlication:
ClaimsAuoidance - What Can You Do?, Construction Today, Spring 1990.
Affiliations:
National Society of Professional Engineers, American Arbitration Association,

American Society of Highway Engineers, American Bar Association, and other
state and local associations.
Committees:
American Bar Association - Forum Committee on the Construction

Industry; Public Contract Forum; Dispute Resolution Committee
Philadelphia Bar Association - Construction Law Committee; Chairman,
Land Development Committee
General Building Contractors Association - Education Committee, Cost
Effective Construction Committee
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37
MICHAEL B. SMITH
6894 West Chester Pike
Charlottesville, Virginia 2355 1
(804) 235-627 1
FACILITIES 8. PROPERTY MANAGEMENT PROFESSIONAL
Over 15 years experience in t h e construction, renovation, maintenance a n d management of multi-use

commercial properties a n d large facilities complexes. Committed to quality customer service a n d satisfaction.
Experience i ncl ud es:
Project Planning & Design

Project Scheduling & Site Management
Project Estimating 8. Budgeting
Regulatory Compliance
Purchasing 8. Materials Management

Subcontractor Negotiations
Worltflow Planning 8. Coordination
Capital Improvements 8. Expansions
Excellent qualifications in managing general building trades a n d technical e l e m e n t s of architectural

maintenance a n d construction. Thorough worlting Itnowledge of building codes a n d regulations including
ADA, JCAHO, NFPA-LIFE SAFETY, OSHA and BOCA.
JEFFERSON ESTATES, Charlottesvil le, Virginia
1974 to Present
300-acre site with I 1 primary buildings totalling over 3 million square feet. Properties include a
I million square footmulti-specialtychildren 3 hospital, I 2 sateJlite medical clinics/ofices throughout
Virginia, and a 42,000 square foot mansion (open forpubJic tours).
Promoted rapidly through a series of increasingly responsible facilities maintenance a n d
management positions to current promotion as:
Supervisor - FacilMes Engineering 8, Planning

More than 10years direct management responsibility for t h e facilitiesoperation, including building
a n d grounds management, n e w construction a n d facilitiesrenovation. Direct a staff of 30. Manage
a n $850,000annual operating budget a n d a n average of $1 50,000+ in annual capital improvem e n t projects.
Scope of responsibility is diverse a n d includes t h e complete project management cycle,from initial
design a n d estimating through planning, scheduling, a n d site supervision. In addition, responsible
for materials planning, purchasing, vendor contract negotiations a n d inventory control. Coordinate project scheduling to minimize impact upon daily business a n d medical operations.

Jobs
38
MICHAEL B. SMITH
Page Two
Operating & Management Achievements:
Changed the perception of the Maintenance Department from bluecollar into a responsive
customer-service organization. Implemented systems, processes and schedules to improve
service delivery and customer satisfaction.
Designed and implemented an inventory control system that reduced annual materials expenditures by 10%.
Restructured staff, worltflow and projects to accommodate 25% reduction in worltforce.
Maintained all production schedules and workflow despite downsizing.
Developed and implemented improved preventive maintenance programs.
Appointed to Performance Appraisal Committee working with Human Resource Director to
design a new performance-based staff assessment tool for use throughout the entire
organization. Selected by HRDirector to participate in the first traininggroup for group/meeting
facilitation.
Planned and managed on-site special events for up to 20,000 people.
Project Highlights:
Directed the renovation of a 9000 square foot area in a 50-year-old building to house an Early
Learning Center. Delivered $65,000 project on time and within budget. Managed asbestos
and lead paint abatement and all regulatory inspections/approvals.
Consulted with Superintendent to develop a 5-year renovation and restoration plan for the
jefferson Estate Property. Currently managing completion of this $1.3 million project.
Worked with Project Design Team for the development of a 4500 square foot hematologyl
oncology suite. Personally managed all layout and construction for this $120,000 project.
Directed conversion ofan 8400 square foot storage area into ClassA administrative departments. Controlled $90,000 project budget.
EDUCATION:
B.A., Psychology, College of William 8. Mary, Williamsburg, Virginia, 1974
ConlynuinsPmfessionalStudies:
Facilities Compliance Under ADA

National Fire Prevention Association Life Safety Codes
OSHA Confined Space Standards
Fire Brigade Training I 8. II
Management Training Seminars
Facilitation Sltills Seminar (Meeting Facilitator)
Resume Samples
39
SAMUEL
L. JACKSON
856 Seaside Drive

Providence, Rhode Island 05235
Office (219) 658-6484
Home (219) 310-6831
SENIOR OPERATING & MANAGEMENT EXECUTIVE

Dridng Organfzational Change, Process Redesfgn, QuaJfty& Continuous Improvement
Hands-on Operating Manager with 10 years professional experience. Expert in analyzing existing operations and implementing the strategies, processes and technologies to improve organizational performance.
Leader in the design of Activity Based Management concepts to facilitate process improvement.
Delivered multi-million dollar improvements in productivity and operating efficiency, cost reduction and
earnings. Strong PEL management, project management, information technology, human resources and
benchmarking experience. Sharp presentation, negotiation and team building qualifications. MBA Degree.
KPMG PEAT MARWICK LLP, Providence, Rhode Island
Manager
- Strategic Service Consulting
1992 to Present
Promoted from Senior Consultant to Operating Manager of an exclusive business group

specializing in the design, development, implementation and leadership of Activity Based
Management, Total Quality Management, Process Analysis & Redesign and Manufacturing
Systems to achieve Continuous Improvement objectives.
. Manage cross-functional project teams providing expertise in operating, costing, staffing,

technical, design, performance management, productivity, quality and efficiency processes
to manufacturing corporations throughout the U.S., Mexico and Canada.
Work in cooperation with operating management teams to facilitate broad-ranging organizational and process improvement programs impacting manufacturing and production,
distribution, materials, human resources, MIS and industrial automation, budgeting, costing
and product lines.
Pioneer in Activity Based Management strategies for the identification of the true cost and
value of each business process and product. Utilize ABM to drive organizational change and
improvement, process redesign, outsourcing , capital appropriation, complexity reduction,
facilities redesign, technology advancement and more.
Completed over eight projects, delivering strong and sustainable operating and financial
gains to each client company.
Drive forward new business development through direct sales, marketing presentations and
proposal development.
Project Highlights
- Operating, Process & Financial Achievements
Reduced parts, material and material handling costs by $500,000and successfully outsourced
complex subassembly operation for a large automotive assembly plant.
Rationalized product line and reduced operating costs by $2+ million annually for a spring
and stamping manufacturer.
100 Winning Resumes for Sr 100,000+Jobs
40
SAMUEL L. JACKSON
Page Two
KPMQ PEAT MARWICK LLP (Continued):
Increased gear inspection response time by 40%for an automotive transmission and casting
manufacturer. Resulted in justification for a $500,000 capital investment to accommodate
production volume.
Redesigned Activity Based Costing Process and reduced implementation cycle time by 73%.
Reduced operating downtime on major product line by 27% and reengineered Factory
Information System processes for 72% reduction in data input costs for one department of
a large automotive manufacturer.
Implemented KANBAN system at an automotive transmission plant increasing production
by 2%. Justified purchase of $800,000 of material handling returnable containers.
VELOBIND MANUFACTURING, Cape Cod, Massachusetts
1988 to 1992
($1.1 billion technology manufacturing division of International Technologies)
Continuous Improvement Facilitator / Project Leader ( 1989 to 1992)

S e n i o r Engineer ( 1988 to 1989)
One of only 14 professionals selected to spearhead the corporations first-ever Total Quality
Management program. Introduced team-based management, self -managing work teams,
SPC methods and other continuous improvement initiatives. Personally trained over 5000
employees and facilitated cross-functional process improvement teams at two large operating
plants.
Led the corporations successful Malcolm Baldrige National Quality Award application
process.
Presented Continuous Improvement and Employee Involvement educational seminars to
corporations and professional business groups throughout the region.
As Senior Engineer, initiated a series of shop floor continuous improvement processes which
reduced a $12 million utility bill by $500,000.
COMBUSTION ENGINEERING, Boston, Massachusetts
Es tim at i ng Engineer
1987 to 1988
- International Division
Member of a 5-person cross-functional project team responsible design, pricing and proposal
development for the competitive win of multi-million dollar power plant construction projects.
EDUCATIONt
MBA (Management)
BS (Engineering)
Certification
Certification
New York University, New York, New York, 1994

Western New England College, Springfield, Massachusetts, 1987
Process Communication, 1992
Myers-Briggs Type Indicator, 1991
Resume Samples
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MARGARET R, JOHNSTON
Home (847) 3 15-6784
101 Wabash Avenue #682

Chicago, Illinois 60606
Office (847) 544-2587
F ~ x(847) 544-6498
SENIOR OPERATING &; MANAGEMENT EXECUTIVE

Expert in Process Redesign, Performance Reengineering & Productivity/Performance Improvement
Over 15 years top-fligh t management experience consulting and directing manufacturing, production and
industrial operations worldwide. Pioneer in the design and delivery of innovative change management
programs that have generated millions of dollars in cost savings through redesign of internal operating,
production and business processes. Expert in facilitating change in a workforce to support reengineering
initiatives and meet organizational operating, financial and quality objectives.
INTERNATIONAL CONSULTING, Chicago, Illinois
1985 to Present
Consultant / Project Manager / Site Implementation Manager

Recruited to join this global consulting group based upon expertise in the design and delivery
of value-added process improvements for large scale manufacturers. Assigned to Value Chain
Discipline, one of four distinct consulting disciplines, working with clients worldwide to provide
expertise in operations, process redesign, productivity improvement and quality.
Recognized as a subject matter expert on facilitating process change and implementation
through training, mentoring and motivation of operating staff and management teams.
Project Highlights S Achievements:

U.S. Chemical Products Manufacturer
Three-year assignment to a Fortune 500 corporation to facilitate the introduction of process
improvement initiatives. Led initial process change that delivered $15 million in cost savings
in first year to demonstrate the operational and economic value of business process redesign.
Long-term efforts impacted operations a t 22 sites throughout the U.S. and Europe, and led
to successful redesign of processes in maintenance, purchasing, transportation, capital
project management, environmental safety & health, product management and other core
business functions. Advocated and won the support of in-house operating and management
teams to drive forward and maintain process changes.
RESULTS: Instrumental in implementation of over 15 workstream process changes that

cumulatively saved the corporation over $150 million in operating costs.
U.K. Pharmaceutical Products Manufacturer
Led 6-person consulting team in extensive internal reengineering and process redesign
impacting key operating units of the corporation (e.g., quality, production, warehousing,
distribution, staffing, manufacturing).
RESULTS: Created innovative Crewing Allocation Map (manpower allocation model) that
reduced staffing costs by 50% within the logistics function and subsequently
served as the prototypeother projects. Led a packaging area capacity analysis
and process redesign that reduced manpower/ machine requirements by 60%.
Automobile Manufacturer
Launched a complete redesign of maintenance and tool engineering processes for companys
Canadian- based operations.
RESULTS: Delivered a 30% reduction in staffing requirements, reduced delivery lead times
and maintained overtime a t a rate less than in all previous years of operation.
100 Winning Resumes for $100,000+Jobs
42
MARGARET R. JOHNSTON
Page Two
International Information Management Project

Led development of prospect database for internal telemarketing and business development
that drove Internationals revenue stream throughout mature and emerging markets.
Transferred to corporate headquarters to lead the development/ implementation of s o h tionsdriven information technologies for a diversity of internal applications. Facilitated needs
assessment, hardware/ software selection, and implementation of customized technologies.
International Consulting Projects

Maintain a n active leadership role in the design and delivery of process improvement initiatives for internal applications. CO-designed program management process for Leadership
Learning Lab and creation of Market Focused Reengineering Methodology (MFR) to create
global centers of excellence to support client field engagements.
Currently operating and participating in a redesign of the staffing process utilized to allocate
350 professionals to 60+ ongoing client projects throughout North America.
NABISCO BRANDS INC., Chicago, Illinois
1980 to 1985
Maintenance Systems Manager (1984 to 1985)

Process Engineering Manager (1981 to 1983)
Process Engineer (1980 to 1981)
Pioneered innovative process development and improvement initiatives throughout the
company. Controlled millions of dollars in operating and capital budgets. Led a staff of eight.
Analyzed, designed and installed process layout including support utilities for a facility with
$6.3 million in capital costs. Total capital expenditures exceeded $3.1 million.
Researched, designed, and supervised installation and start-up of a new continuous production process that increased capacity, quality and material yield while reducing labor costs by
50% for a major product line.
KELLOGG COMPANY, Battle Creek, Michigan
1978 to 1980
Director of Manufacturing (1978 to 1980)

Engineering Manager (1978)
Recruited to direct the design and construction of a new manufacturing facility. Promoted to
Director of Manufacturing leading operations a t four production facilities.
Researched, designed, and directed construction and installation of a continuous production
operation which increased capacity 8OO%, reduced labor costs 66% and improved yield 8%.
Reengineered operating and human resource processes to upgrade raw material yields.
Efforts resulted in a 10% reduction in annual purchasing costs.
GENERAL FOODS CORPORATION, St. Paul, Minnesota
1974 to 1977
Senior Process Engineer (1977)

Maintenance Supenrisor (1974 to 1977)
Designed and implemented process, quality and facility improvement projects. Designated as
a n operations troubleshooter for the division, travelling to facilities nationwide to direct plant
start-ups, resolve long-standing process problems and increase production output.
Spearheaded problem-solving team implementing process changes that extended the life of
$3 million in capital equipment from three years to 20+ years.
Increased production from 4 100 units to 1 1,400 units per shift over a five-month period.
EDUCATION:
BS / Mechanical Engineering, University of Illinois, 1974

Continuing Professional Education in Information Technology and Statistics.
Resume Samples
43
NICOLE L. HARRIS
23225 George Washington Boulevard
Arlington, Virginia 22553
Home (703) 654-7773
Work (703) 843-4657
CUSTOMER SERVICE AND DISTRIBUTION MANAGER

Results-driven professional with 10 years experience managing high-volume business operations.
Excellent problem-solving skills and a strong orientation in customer service/ satisfaction. Able to
work under pressure in fast-paced, time-sensitive environments. Experienced in analyzing and
streamlining product delivery systems to increase productivity, quality and efficiency. Proven ability
to manage projects from planning through execution and completion. PC proficient in Microsoft office
applications with extensive knowledge of system capabilities.
Customer Relations
Policy/ Procedure Development
Distribution/ Warehousing Management
Order Management
Freight & Transportation Operations

Productivity Improvement
Staff Training/Development
Business Systems Implementation
PILSEN, INC. , Fairfax, Virginia
(Largest importer of international beers in the U.S.)
1986 to Present
Customer Service Manager (August 1990 to Present)

Customer Service Coordinator (January 1990 to August 1990)
Distribution Analyst (1986 to 1990)
Rapidly promoted through several increasingly responsible assignments to current
position as Customer Service Manager. Direct the strategic planning, development ,
staffing, management and financial performance of Pilsens customer service organization.
Scope of responsibility impacts product flow and distribution to 900 distributors nationwide with revenues of more than $350 million annually.
Manage the depletion of warehouse inventory (3million cases per month) with a monthly
asset value of $9 million. Effectively communicate with customers, sales representatives
and carriers to facilitate expedient and cost-effective product delivery. Liaison between
breweries, warehouses and distributors.
Train, direct and motivate a staff of six. Manage and coordinate action plans for daily
operation of the Customer Service Department, establish work priorities, and assist staff
with problem resolution.
Project team member for the implementation of a new inventory management system to
support the business and improve customer service. The system comprises applications
from American Software, runs on an IBM AS400 platform, supports remote warehouses
and is linked to major vendors. Worked extensively with MIS staff as client representative
to develop user requirements, work flow procedures and user documentation. Trained
staff at both corporate headquarters and warehouse facilities during implementation phase.
Post-implementation responsibilities involved a series of improvement projects.
44
NICOLE L. HARRIS
Page T w o
PILSEN, INC. (Continued):
Successfully maintained exemplary customer service levels during the introduction and
explosive growth of Pilsen Ice, the largest imported product launch in the industry.
Coordinated the implementation of new packaging affecting the entire Pilsen brand
family. Worked cooperatively with wholesalers and sales staff in placing orders and
converting existing orders to ensure proper timing of inventory runouts at the distributor level.
Reorganized customer service organization and improved customer service levels from
70% to over 95%.
Created and initiated procedures and reporting to facilitate the sale of excess stock,
partial pallets and over-age stock to avoid product obsolescence.
Managed all customer service activities associated with the conversion of 300 wholesalers (30% of customer base) from Pilsen to Coors as part of the 1997 acquisition.
Selected from among 85 employees to receive the prestigious Presidents Award for
consistent excellence in performance, productivity and attitude in 1993 and 1995.
BENEFITS ADMINISTRATION, Centerport, New York
1984 to 1986
Account Supervisor
Processed millions of dollars in major medical and dental claims for member groups.
Consulted with clients regarding coverage, claims and payment. Researched and resolved
complex issues.
NATIONAL INSURANCE COMPANY, Hackensack, New Jersey
1978 to 1984
Dental Claims Supervisor

Supervised a staff of five in a dental claims unit. Audited processed claims and maintained
production reports. Designed and implemented new office procedures to increase
productivity and facilitate greater efficiency.
PROFESSIONAL TRAINING AND EDUCATION:

Management Training 8s Development
Customer Service Management
Computer Technology
Diploma, Westbury High School, New York, 1977
References Available Upon Request
Resume Samples
45
KENNETH R. THOMPSON, M.Ed.

3593 Ivy League Hill
Springfield, Massachusetts 08251
Home
Office
(801) 336-5978
(801) 853-4476
HIGHER EDUCATION EXECUTIVE/ SENIOR MANAGER/ VICE PRESIDENT

Twenty-year collegiate and university management career with three distinguished institutions. Consistently
successful in introducing strategic marketing and operational plans, athletic programs and student services to
increase enrollment, enhance the student experience and strengthen competitive market position. Strong
leadership, communication, and student and institutional advocacy skills. Committed to holistic student
development and learning experience. Core competencies include:
Departmental/ Divisional Leadership
Admissions & Recruitment
Enrollment Management
Financial Aid
Strategic Planning
Budgeting & Financial Planning
Intercollegiate Athletic Operations

Alumni Relations & Fundraising
Career Development & Placement
Campus & Residence Life
Student Activities & Services
Analytical & Statistical Methodologies
MORRISON COLLEGE, Springfield, Massachusetts
1979 to Present
Recruited to this small private college in 1979 and promoted through a series of increasingly responsible management positions. Instrumental in transitioning from a regionally-based college into a
nationally-recognized institution. Pioneered innovative marketing, recruitment, financial aid,
student service, alumni development and technology programs. Career highlights include:
Vice President of Enrollment & Student Life/ Dean of Campus Life (1989 to Present)
Senior Executive with full responsibility for the strategic planning, development, budgeting and
operating leadership of Admissions, Financial Aid, Intercollegiate Athletics & Recreation, Alumni
Relations and Career Development Departments. In partnership with Dean of Students, oversee
Greek Affairs, Student Activities, Community Service, Social Judicial Board and Residence Life.
Manage $900,000 in annual operating/ administrative budgets. Teach wellness curriculum.
Admissions 6 Enrollment
Innovated high-profile student recruitment and retention programs that have increased enrollment 10% and five-year graduation rates 8%.
Created an integrated recruitment, admissions and financial aid program that delivered for five
consecutive years a freshman class which exceeded enrollment targets and remained at or below
budgeted financial aid. Currently award $9 million annually in financial aid to 900+ students.
Expanded print communications to extend marketing, advertising and promotional programs.
Directed design of application review grid methodology and implementation of LAN data
management sy stern.
Financial Aid
Orchestrated development of a predictive methodology to project financial aid funding requirements based on historical trends.
Facilitated introduction of leading edge software program (Micro/PowerFaids) to enhance
forecasting, analysis and reporting capabilities.
46
KENNETH R.THOMPSON, M.Ed.
Page Two
Athletics
Spearheaded the design and implementation of a student-focused program of intercollegiate and
intramural athletics. Focused departments mission and reallocated resources to enhance
program quality and increase student participation.
Currently leading comprehensive capital campaign to raise $3.3 million for construction of
all-weather track and renovation of athletic playing fields.
Upgraded student employment program in athletic facilities to reduce staffing costs to the College
while increasing career training and development opportunities for the student population.
Launched complete reorganization of Athletic Department management team, restructured core
processes and procedures, and produced comprehensive operations manual.
Alumni Relations
Appointed for two-year tenure as Director of Alumni Relations, leading a number of innovative
alumni development and management programs.
Developed plan to organize 15,000 alumni by geographic regions to accelerate support for admissions, careers, volunteerism and fundraising.
Established on-campus, lifelonglearning program for alumni to increase alumni involvement and
further strengthen partnerships.
Developed leadership program targeted to recent graduates and dedicated to long-term support.
Dean of Admissions & Financial Aid (1983 to 1989)
Promoted to plan and direct the reorganization and refinement of the Admissions and Financial Aid
Departments. Redesigned core processes, streamlined operations and accelerated program growth.
Directed a staff of 14 and managed a $300,000 annual operating budget.
Created and launched a multi-faceted recruitment program including high school visitations, open
house visitations, targeted direct mail, guidance counselor cultivation and alumni admissions
networking. Results included 185% increase in admissions inquiries, 53% increase in applications
and 10%increase in matriculants.
Appointed to senior management team which developed and implemented the Collegesstrategic
planning processes for enrollment, facilities, curriculum, personnel, finances and public relations.
Associate Dean/ Assistant Dean of Admissions & Freshmen (1979 to 1983)
High-profile position building market presence nationwide to increase enrollment. Directed freshman orientation and advisement programs with a team of 30 faculty/staff advisors and 100 student
volunteers. Directly supervised 10 professional and support staff in Admissions Department.
Highlights of Committee Participation 6 Leadership:

Member, Middle States Accreditation Committee, Subcommitteeon Campus Climate (1995to 1996)
Member, College Committee on Athletics, Recreation & lntramurals (1993 to Present)
Member, Centennial Athletic Conference (1993 to Present)
Co-chair, Athletic Facility Task Force (1992 to 1993)
Member, Middle States Five-Year Review Committee (1990 to 1991)
Chair (5 years) & Member, College Retention Committee (1989 to Present)
Member, Budget Advisory Committee (1989 to 1993)
Chair, College Center Renovation Committee (1989 to 1990)
Member, College Marketing Task Force (1986 to 1990)
Resume Samples
KENNETH R. THOMPSON, M.Ed.
UNIVERSITY OF TENNESSEE, Knoxville, Tennessee
47
Page Three
1977 to 1979
Graduate Advisor to Dean of Students

Broad administrative, organizational and special projects responsibilities in the Office of the Dean of
Students for this 7000-student university.
Appointed to the Universitys Risk Management Committee and as Coordinator of In-State
Residency Committee.
Planned and directed a large-scale research project on competitive strategies for student retention.
BURLINGTON COLLEGE, Burlington, North Carolina
1975 to 1977
Associate Dean of Admissions

Led a team of two professional and three support staff in directing student recruitment and
admissions programs for this 500-student institution.
EDUCATION:
HARVARD UNIVERSITY GRADUATE SCHOOL OF EDUCATION
Institute of Educational Management, 1995
UNIVERSITY OF TENNESSEE
M.Ed., Higher Education Administration, 1979
BURLINGTON COLLEGE
B.A., Interdisciplinary Philosophy, summa cum laude, 1975
Member, MA Department of Education Visiting Team, Harcum Junior College
Member, National Collegiate Athletic Association
Member, The College Board
Past Member, MA Association of School & College Admissions Counselors
Past Member, MASCAC Executive Committee
Past Member, National Association of College Admissions Counselors
COMMUNITY ACTIVITIES:
Board of Directors, Morrison College Habitat for Humanity
Co-Founder, Morrison College/ Jefferson Elementary School Partnership
Member, Church Adult Christian Education Committee
Coach, South Parkland Youth Association
Past Member, Board of Directors, Springfield YMCA
Past Member, Big Brothers/ Big Sisters of Springfield
Past Member, Selection Committee, Mack Truck Scholarship Program
Past Member, Selection Committee, Sponsored Scholarship Program (ETS)
48
ANDREW R. KENNEDY
312 Saratoga Springs Road
Allentown, Pennsylvania 19344
(610) 713-9711
NUCLEAR UTILITY / ENERGY / PROCESS INDUSTRY EXECUTIVE

Strategic & Financial Planning I Finance & Budget Analysis I Engineering & Technology
Executive Marketing I MlS I Training & Development I Project Planning & Costing
Organizational Development I Productivity & Efficiency Improvement I C o s t Reduction
Regulatory Affairs I Risk Analysis I Manpower Planning I Process Reengineering
Successful industry executive with an impressive record of achievement in designing the strategies, analyses, methods,
processes and operations to improve financial performance. MBA Degree.
PENNSYLVANIA POWER & LIGHT COMPANY, Allentown, Pennsylvania
1981 to Present
Promoted rapidly during 14-year career through a series of increasingly responsible operating and
management positions to current assignment as the Supervisor of Operating Experience Services.
Innovated state-of-the-art processes to manage large-scale utility operations with focus on cost control,
safety management, personnel development and regulatory compliance. Provided technical, finance
and operating leadership in complex business divisions. Delivered significant and sustainable results:
Pioneered a n innovative maintenance work observation and analysis technique that increased labor
availability and captured over $500,000 in annual operating cost savings. Introduced leading edge
probabilistic risk assessment methods that saved over $5 million in power generation costs.
Identified $5 million in cost reduction of a $117 million operating budget. Launched a series of highprofile process analysis, productivity improvement and quality initiatives that saved and additional $1
million in operating costs.
Authored comprehensive justification for Public Utilities Commission of schedule delays on construction of a $4.25 billion, 2-unit nuclear power plant. Resulted in 100%allowance for all project costs
in approved rate base.
Pioneered innovative operating processes including the first Human Performance Enhancement
Program, Master Resource Planning Protocols, Regulatory Compliance Standards and a Professional
Certification Program.
Designed and managed a multi-tiered cost improvement program which reduced operating expenses
and resulted in a net decrease of 2% in the customer cost of electrical utility.
Created a maintenance backlog reduction program that reduced open work orders by 15%and
average age of backlog by 20%.
Designed standards and models for financial planning, performance analysis, manpower planning,
estimating, costing, budgeting and forecasting implemented throughout the entire corporation.
Led a series of successful MIS and networking technologies installations and system upgrades
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49
ANDREW R. KENNEDY Page Two

SUMMARY OF POSITIONS & KEY RESPONSIBILITIES:
Supervisor - Operating Experience Services (1995 to Present)
Supervisor - Nuclear Compliance (1994 to 1995)
Promoted to high-profile position directing all nuclear compliance programs for the entire organization.
Scope of responsibility includes technical specifications compliance and interpretation, operability
determination procedures and methods, reporting processes, deficiency and corrective action programs,
root cause analysis and investigation programs, and daily interface with NRC resident inspectors.
Transferred to newly created position as Supervisor of Operating Experience Services in February 1995.
Maintain all previous responsibilities with additional accountability for the analysis and trending of all
nuclear operating experience events.
Pioneered development of Human Performance Enhancement Program, a self-reporting system of
non-consequential and near miss events, utilized to analyze trends and identify precursors to
consequential events. Created solutions-driven strategies to enhance long-term performance factors.
Restored cooperative relationships with on-site NRC inspectors and preempted escalation of potential
regulatory issues.
Orchestrated transition from obsolete mainframe-based deficiency management information system
to newly-designed LAN technology incorporating Microsoft ACCESS, Oracle and other graphical
software applications.
Designed leading-edge root cause analysis methods, developed standards and criteria, and incorporated into existing training materials.
Instituted 24-hour investigations for all new internal operating experience events (800tper year).
Program has subsequently been reviewed by other utilities nationwide and is currently pending
issuance of Industry Good Practice designation by the Institute of Nuclear Power Operations.
Acting Supervisor Nuclear Planning & Cost Services (1993 to 1994)

Directed 20 engineers and analysts responsible for all costing, budgeting, process redesign, financial
planning and operating planning functions for this $4 million business unit. Coordinated strategic, annual
operating and 5-year business planning. Managed organization-wide benchmarking initiatives.
Replaced former financial budgeting and reporting system with a n integrated on-line, real-time
information system to network plant operations with headquarters and provide computerized decision
making models and analyses.
Provided technical and engineering expertise for a massive system retrofit and construction program.
Brought $3 million project in under budget and ahead of schedule.
Designed a professional certification program to upgrade technical and project management skills.
Senior Project Engineer Susquehanna Planning & Cost Services (1985to 1993)
Led a team of 4 engineers, 2 computer analysts and external consultants responsible for cost management
and financial planning process development, analysis and reporting of $190 million O&M budget and a
$60 million capital expenditure budget. Designed new computer technology for cost and planning
functions, developed labor estimating standards and spearheaded productivity improvement programs.
Senior Project Engineer - General Office Planning & Scheduling Group (1981to 1985)
Supervised a team of 6 engineers and analysts responsible for master resource plans and integrated
schedules for facilities construction, start-up, operations and maintenance.
50
ANDREW R. KENNEDY Page Three
OWENS-CORNING FIBERGLAS CORPORATION, Toledo, Ohio
1970 to 1981
Project Manager (1979 to 1981)

Schedule Manager (1978 to 1979)
Project Engineer (1977 to 1978)
Project Control Supervisor (1976 to 1977)
Cost Control Engineer (1970 to 1976)
Fast-track promotion through a series of increasingly responsible capital project estimating, costing,
planning and scheduling positions. Directed general and subcontractor scheduling and all manpower
planning functions for the then-largest fiberglass reinforcements manufacturing facility in the U. S.
Promoted to final position as Project Manager with full responsibility for marketing and process development of state-of-the-art specialty insulation systems (primarily for the process and nuclear industries).
Authored Nuclear Quality Assurance Manual for systems design and manufacture.
Launched marketing plan for new product portfolio that delivered over $10 million in first year sales.
Designed new thermal insulation technology for cryogenic and underground piping systems that
generated over $18 million in new revenues.
Directed on-site system installations worldwide.
EDUCATION:
MBA / Finance, Lehigh University, 1985
BS / Mechanical Engineering, University of Notre Dame, 1970
Post Graduate Studies in Industrial Engineering and Management
PROFESSIONAL PROFILE:
Licenses
0
0
Publications
Affiliations
0
0
0
Professional Engineer (PE), Registered in Pennsylvania 8c Kansas

Certified Cost Engineer (CCE), American Association of Cost Engineers
Certified BWR Non-Licensed Operator
Presented 12 technical papers at professional symposia and conferences, including
Lehigh University, American Association of Cost Engineers, Pennsylvania Electric
Association, Edison Electric Institute, American Society of Mechanical Engineers,
American Nuclear Society and Institute of Industrial Engineers.
Director & Past President, Eastern PA Association of Cost Engineers
Legislative Minuteman, National Society of Professional Engineers
Past Fund Raising Chairperson, MATHCOUNTS, National Society of Professional
Engineers
Member, Institute of Industrial Engineers
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51
MICHELLE JENKINS
10 Goosedown Court
Morrestown, New Jersey 08532
Home (609)732-9705
Office (609)296-6479
ENVIRONMENTAL ENGINEER/ ENVIRONMENTAL HEALTH & SAFETY MANAGER

Wastewater, Solid, Air 6 Site Hazard Remediation
CAREER PROFILE
Fourteen years of increasingly responsible experience in Environmental & Safety Engineering. Directed
remediation of more than 100 sites nationwide, reducing corporate exposure and liability, cutting costs and
achieving regulatory compliance. MS Degree in Environmental Engineering. Qualifications include:
Environmental Technology & Engineering
Site Assessment & Remediation
Resource Recovery & Conservation
Governmental Liaison Affairs
Acquisition & Investment Analysis
Public Speaking & Media Affairs
Policymaking & Process Management

Project Budgeting & Management
Environmental Law & Litigation
Cross-Functional Team Leadership
Environmental & Safety Training
Crisis Management & Emergency Response
Regulatory Affairs
Expert knowledge of Superfund requirements and methodology (including four years direct employment with
the EPA), and all RCRA, TSCA, CERCLA, SARA, UST and CWA regulations. Extensive knowledge of governmental regulations, occupational safety (OSHA), industrial hygiene standards, health and safety affairs, and
permitting.
Industrv Experience
Broad experience in heavy manufacturing including chemicals, polymers, electronics, advanced technology,
metals, oil and gas, mechanical components and consumer products.
Project Management Experience
Directed project teams of up to 25 engineers and field managers at sites nationwide. Wrote project remediation
and management plans, prepared budgets, acquired technology resources and directed field operations.
Managed outside liaison affairs with consultants, regulatory agency personnel, attorneys and the press.
Environmental Engineer ,UNITED INTERNATIONAL, Princeton, New Jersey
1994 to Present
Directed 350+ site remediation projects in less than two years.

Saved $1million in remediation costs on proposed site acquisitions, foreclosures and divestitures.
Only Environmental Engineer in the entire corporation.
Environmental Engineer, AMERICAN WATER HEATER, Johnson City, Tennessee
1993 to 1994
Spearheaded design, development and implementation of company-wide environmental health and

safety program for this large manufacturer. Achieved 100% regulatory compliance.
Delivered $650,000 cost savings on large soil remediation project.
52
MICHELLE JENKINS
Page Two
PROFESSIONAL EXPERIENCE (Cont i m e d )

Project Manager, GENERAL ELECTRIC COMPANY, Fairfield, Connecticut
1991 to 1993
Created a comprehensive hazardous materials remediation, resource recovery and conservation

program for a $10 million GE facility.
Controlled $1.4 million in remediation funds.
Managed technical and regulatory reviews of proposed acquisitions and divestitures.
Project Manager, AMOCO OIL COMPANY, Farmington Hills, Michigan
1989 to 1991
Led remediation teams in the design/ development of soil and groundwater remediation systems,
proposed technologies for subsurface investigation and other advanced environmental engineering
programs.
Managed up to 860 ongoing projects with supervisory responsibility for both in-house and consulting
engineers.
Environmental Engineer, ENVIRONMENTAL PROTECTION AGENCY, Atlanta, Georgia
1985 to 1989
Superfund Project Manager for CERCLA, RCRA and Underground Storage Tank programs throughout the U.S. Completed more than 100 projects and regulatory reviews.
Environmental Engineer, WANG LABORATORIES, Lowell, Massachusetts
1983 to 1985
Designed and managed environmental systems for hazardous waste, hazardous materials, air
emissions and was tewater discharges.
MILITARY SERVICE
Bioenvironmental Engineer/ Safety Officer, U.S. AIR FORCE RESERVE, Denver, Colorado
1984 to 1991
Directed safety and environmental programs at large base installation. Designed and led on-site
training programs on hazard recognition, documentation, handling, transportation and abatement/
remedia tion.
EDUCATION
MS (Environmental Engineering), Tufts University, Medford, Massachusetts, 1982
BS (Biology), Morgan State University, Baltimore, Maryland, 1979
Diploma (Bioenvironmental & Safety Engineering), USAF School of Aerospace Medicine, 1984
AFFILIATIONS
National Environmental Health Association
National Association of Environmental Professionals
American Conference of Government Industrial Hygienists
National Society for Black Engineers
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53
MATTHEW R. KINARD
232 Horse Stable Road
St. Paul, Minnesota 55203
(612) 384-4652
CAREER PROFILE:
Senior R&D Professional successful in leading sophisticated product design, development and scale-up
programs for diverse market and industry demands. Liaison among R&D, manufacturing and marketing to
define customer demand, lead product development and facilitate cost-effective, quality-driven production.
Experienced in health care, pharmacology, photo imagesetting, printing, industrial, automotive and construction products/technologies.
Excellent qualifications in cross-functional team leadership, resource management, project planning and
technical documentation. Effective customer liaison with strong interpersonal and communication skills.
Expertise in designed experiment and statistical analysis methodologies.
3M CORPORATION,St. Paul, Minnesota
1979 to Present
Seventeen-year career leading complex R&D programs for several core 3M divisions. Recognized for
outstanding research, product development and project management expertise.
Nominated for 3Ms Technical Circle of Excellence award in 1995.
Finalist for 3Ms Corporate Quality Achievement award in 1993 and 1995.
Research Specialist Printing & Publishing Systems Division (1989 to Present)

3M, St. Paul, Minnesota I Rochester Technical Center (RTC), Rochester, New York
Senior R&D Scientist for 3Ms family of new OnyxTMSilver-Halide lmagesetting Products designed to
increase efficiency, improve productivity and reduce the cost of commercial printing operations.
Challenged to accelerate product development, introduce methods and designs to increase product
functionality, and redesign and implement processes to reduce annual R&D and manufacturing costs.
Function as Acting Manager of RTC in absence of manager.
Scope of responsibility includes leadership of the entire OnyxTMProgram R&D function and the direct
traininglsupervision of a cross-functional team of scientists and engineers. Guide Marketing and Technical Services teams in identifying customer/market demand and developing appropriate products, line
extensions and technologies. Consult directly with key accounts nationwide.
Technical Team Leader for scale-up and continuous improvement of Silver-Halide products.
Delivered significant improvements in performance, consistency and manufacturability. RESULTS:
Directed development of new product line and line extensions that delivered $7.8 million in
revenues in 1996.
Reduced factory unit costs by 20% ($200,000+).
CO-Developer and CO-Team Leader for scale-up of new laser imagesetting plate (line extension).
Directed a 15-person R&D, quality assurance and technical service team. RESULTS:
- Increased factory emulsion productivity by 50%.
Reduced sensitometric speed variability by 33%.

Resolved key production scale-up issues using designed experiments.
- Delivered product on time and within budget despite several critical redevelopment stages.
- Projected volume of $6.5 million in new revenues to the corporation.
Developer and Team Leader for delivery of reduced speed RLD/HN imagesetting plate (line extension). Redesigned core product in response to specific market/customer demands to increase
product functionality, field performance and reliability.
- Currently facilitating final product completion and field testing prior to full-scale introduction.
54
MATTHEW R. KINARD -Page Two
3M CORPORATION(Continued):
Medical Service Representative(1984 to 1989)
3M Riker, St. Paul, Minnesota
Recruited to 3Ms pharmaceutical and transdermal drug delivery systems business unit to identify and
strengthen experience in customer/market demand. Challenged to launch the introduction of new
pharmaceutical products while continuing to build volume in existing product lines.
Successfully introduced first of a new class of antiarrhythmic agents to the University of Iowa Medical
Center. Worked closely with University cardiologists over a three-year period to launch product and
facilitate further drug studies.
Won 1987 Outstanding Sales Achievement Award and nomination for Top Performers Group in
1986 and 1987.
Post-Doctoral Fellow Chemistry & Pharmacology (1982 to 1984)

University of Minnesota / Rochester School of Medicine & Dentistry, Rochester, New York
Two-year leave of absence from 3M to complete an NIH-funded intensive post-doctoral research training
fellowship. Conducted in-vitro investigationof the mechanism of activation of cyclophosphamide, a highlyeffective, but toxic anti-tumor agent, to determine if more stable, less-toxic analogues could be developed.
Conducted preliminary laboratory investigationsthat led to subsequent development of new analogues
for pharmacological testing.
Recipient of the competitive and prestigious Wilson Fellowship.
Senior Chemist Industrial Specialties Division (1979 to 1982)

3M Center, St. Paul, Minnesota
Led development, introduction and successful application of new urethane foam tapes for automotive
applications. Concurrent with R&D responsibilities, provided technical service/support to major customers and to 3Ms nationwide sales and marketing teams.
Guided development through the R&D cycle including pilot plant and factory production scale-up.
Industrial Chemist Eastman Kodak Company (1974 to 1975)

Quality Control Supervisor U.S. Gypsum Co. (1971 to 1974)
EDUCAT10N:
Ph.D., Organic (Heterocyclic) Chemistry, University of East Anglia, Norwich, England, 1979
M.Sc., Organic Chemistry, University of East Anglia, Norwich, England, 1976
B.A., Chemistry, State University of New York, Buffalo, New York, 1971
American Institute of Chemists (Fellow)
American Chemical Society
American Association for the Advancement of Science
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55
ADAM F. EDMONDS
4 18 Alexander Street
Philadelphia, Pennsylvania 18969
(2 15) 72 1-0294
SENIOR ENGINEERING 8, PROJECTMANAGEMENT EXECUTIVE

Expert in the Desi~n& fnstaflationof Complex TechnolomSystems
Fifteen years of progressively responsible experience in engineering design and project management for
clients in the US, Canada, Latin America, Far East and Australia. Combines excellent technical, analytical and
engineering qualifications with demonstrated achievement in delivering multi-million dollar projects on time
and within budget. Strong leadership, team building and problem solving expertise. Qualifications:
Project Design 8. Management
Engineering Management
Estimating, Budgeting and P8.L
Field Installation Management
Resource Planning 8. Management
Client Presentations 8. Negotiations

Cross-FunctionalTeam Leadership
Vendor Selection 8. Negotiation
Material Selection 8. Management
Product 8. Technology R8.D
Excellent sltills in client relationship management and cross-cultural communications. PC proficient with
CADRA CAD, Lotus, Microsoft Projects, Wordperfect, and other spreadsheet, database and word processing
applications. Experienced in PC FORTRAN and BASIC programming.
ACCURATE SYSTEMS, Chester, Pennsylvania
(Mated.HhndIing Systems Technolo&
1996 to Present
Project Manager / Project Director

Recruited to direct the design, development and installation of high-speed material handling
equipment and related bar coding technology, designed specifically for the postal, mail
handling and direct mail industries worldwide.
AMC CORPORATION, Berwyn, Pennsylvania

(MatedaJ HandJing Systems Division)
1982 to 1996
Project Manager / Senior Design Engineer ( 1990 to 1996)

Design Engineer ( 1983 to 1990)
Engineer ( 1 982 to 1983)
Fast-track promotion through a series of increasingly responsible engineering and project
management positions in a $100 million business group. Responsible for the cost-effective
design and management of turnkey automated material handling systems for clients
worldwide. Held P8.L responsibility for all assigned projects (from $4 million to $16 million).
Managed programs from initial concept and proposal preparation through design, specification,
installation, commission, debug and final client acceptance. Provided technical and engineering
assistance to marketing teams and participated in client presentations/contract negotiations.
Led cross-functional teams of software, electrical and mechanical engineers throughout entire
project cycle. Managed relationships with project managers, production managers and plant
managers at client sites worldwide.
56
ADAM F. EDMONDS
Pa3e Two
AMC CORPORATION (Continued):

Project Highlights & Achievements:
News Limited (Australia). Directed completion of 6-year, $16 million project with installation at four sites in Australia. Delivered project at 10.1Oo/ over profit projections.
Singapore Press Holdings (Singapore). Negotiated 60%of $3 million project as up front
cash to finance project design, engineering and installation.
The Age (Australia). Led successful turnaround oftechnically challenging project (first time
installation of new non-wire guided vehicle system). Resolved technical issues and negotiated favorable settlement at $382,000over initial selling price.
World Press (US). Integrated all RAVEN (automated material handling systems) into one
large-scale project, defined installation phases, led client presentations and returned project
to on-time,on-budgetstatus.
Other major clients included The New York Times, The Washin-*on Post, Fruit of the Loom
(US), Apotex (Canada), Reckitt & Colman (Brazil) and Vernon Warehouse. Managed a
mixed portfolio of projects, each with unique technical challenges and emphasis on
cost-effective project delivery and customer satisfaction.
Championed concept and spearheaded initial design of an automatic loading table (C-93)
designed specifically for newspaper publishing. Revenues are projected at $1 5+ million.
NOTE:
Early career experience designing automatic guided vehicles and bulk handling
systems.
ALTECH INDUSTRIES, Allentown, Pennsylvania
1980 to 1982
Product Engineer
Designed, developed and facilitated manufacture of vapor recovery systems for oil storage tanks.
Coordinated departmental and production scheduling, customer interface, project planning and
field installations.
EDUCATION:
M.S., Mechanical Engineering, Lehigh University, Bethlehem, Pennsylvania, 1989
B.S., Mechanical Engineering, Lafayette College, Easton, Pennsylvania, 1980
Uetkrences Provided Upon Request
Resume Samples
57
GERARD MONTEGUE
1650 Avenue de la Parc, Apt. 52
Montreal, Quebec H36 2R1
Phone (514) 231-6545
Fax (514) 231-6544
FOOD & BEVERAGE / HOSPITALITY/ RESTAURANT MANAGEMENT

Fifteen years experience in Food & Beverage Management for exclusive hotels, restaurants and conference
centers. Excellent qualifications in planning, marketing, budgeting, expense control, staffing, training and
quality management. Contributed to significant revenue gains and cost reductions.
Multinational experience. Fluent in English, French and Arabic. Worldwide travel throughout the U.S., Canada,
Turkey, Cyprus, Kuwait, United Arab Emirates (Dubai), Saudi Arabia, Bahrain, Egypt, Philippines and
Switzerland. Permanent Resident of Canada.
Certified Food & Beverage Executive (CFBE),1992
U.S.Educational Institute of American Hotel & Motel Association
Conference Center Manager
BAHRAIN CONFERENCE CENTER / HYATT REGENCY HOTEL - Bahrain
1994 to 1996
Recruited to plan and direct the start-up of the countrys first-ever conference center at this 5-star
hotel complex. Managed all pre-opening activities (e.g., operations, equipment, staff recruitment,
training) and a high-profile marketing and business development effort. Responsible for F&B
operations, banquet and conference management, VIP relations, contract negotiations, event
planning/logistics, kitchen operations, and all customer service functions.
Built the Center from concept into a 22-employee operation generating over US$350,000 in
revenues within first three months. Concurrently, managed 70 contract staff.
Created policies, procedures, standards and performance goals.
Designed budgeting, expense control and month-end reporting methods.
Trained both permanent and contract staff in quality-based service.
NOTE: Resigned position in December 1996 to relocate to Canada.

Assistant Food & Beverage Manager
HASSAN HOTELS & RESORTS MANAGEMENT COMPANY - Dubai
1990 to 1994
Joined Hassan following their acquisition of the 5-star International Hotel of Dubai (previous
employer). Working in cooperation with F&B Director, managed all operations for four on-site
outlets, room service, and outside catering and banquets. Managed a permanent staff of 125 and
up to 70 contract personnel. Authorized expenditures for US$3 million annual purchasing budget.
Held concurrent management responsibility for all on-site catering for the Head of State at the
Dubai Royal Palace (Hassan held exclusive contract). Personally planned, staffed and managed
events for worldwide political leaders and visiting dignitaries.
Increased F&B revenues to US$750,000 per month. Expanded operations and service offerings,
introduced operating/quality standards, and delivered consistently superior customer service.
NOTE: joined Hassan in 1990 after one year as Restaurant Manager w i t h International Hotel of
Dubai (acquired Hilton Znternational in 1989).
58
GERARD MONTEGUE
Page Two
Acting Restaurant Manager

1986 to 1989
HILTON INTERNATIONAL- Abu Dabi
(5 star hotel with 406 rooms/suites, ballroom, 13 meeting rooms uJith 1150 guest capacity, 3 restaurants, tea lounge, 2
executive floors and complete sports/recreational facilities)
Full operating and P&L responsibility for management of La Palma Restaurant. Responsibility
was diverse and included budgeting, staffing, training, kitchen operations, purchasing, inventory
management, menu planning, customer service and quality control. Managed 20 employees.
Built La Palma into the #1 restaurant in Abu Dabi with over 162,000 covers annually (approximately US$2.5 million).
Achieved or surpassed all food, beverage and labor cost controls/budget goals.
Assistant Maitre DHotel
1985 to 1986
LE SOVERIEGN - Kuwait
(5 star hotel w i t h 377 rooms/suites, 3 restaurants, tea lounge, 900 cover banquet operation, and sports facilities)
Second-in-command of all F&B operations throughout this metropolitan hotel. Focused efforts on
improving service standards, designing operational and quality controls, and identifying/ capturing cost reductions. Trained and supervised a staff of 24.
Generated markets highest percentage of repeat clientele compared to similar F&B operations.
Previous Professional Experience (1979 to 1985) at exclusive, 5-star hotels including Holiday Inn
Pyramid (Cairo), Marriott Hotel (Cairo) and Massarah Intercontinental (Saudia Arabia). Promoted
rapidly through a series of increasingly responsible F&B service positions.
EDUCATION:
Graduate Food & Beverage Management Program, 1993

Ecole Hotelier de la Societe Suisse des Hoteliers, Lausanne, Switzerland
Graduate - Hospitality Management Diploma, 1993
Educational Institute of American Hotel & Motel Association, Michigan, US
Graduate - Food & Beverage Management Specialization Program, 1989
Educational Institute of American Hotel & Motel Association, Michigan, US
CONTINUING PROFESSIONAL EDUCATION:

Completed extensive continuing professional education throughout career. Course highlights include:
Time Management for Executives, 1994
Sales & Marketing Promotions, 1993
Managing Computers in the Hospitality Industry, 1992
Hospitality Purchasing Management, 1992
Action Centered Leadership, Kuwait Hotels Company, 1992
Hospitality Human Resources Management, 1990
Customer First Program, Bahrain Hotels Company, 1989
Train the Trainers Course, Hilton International, 1989
Organization & Administration, 1989
Associate Member, Hotel Catering & Institutional Management Association - U.K.
Chef de Table, Confrerie de la chaine des Rotisseurs - Kuwait
Resume Samples
59
MARK J. RICHARDSON
5647 Roosevelt Street
Atlanta, Georgia 33854
(404) 954-6547
OBJECTIVE:
Corporate Finance - Planning, Analysis, Administration & Management.
QUALIFICATIONS:
Financial Analysis & Reporting

Capital Budgeting & Administration
Project Forecasting & Budgeting
Project Staffing & Management
Public Speaking & Presentation
Customer Development & Management
Economic Analysis
Quantitative Analysis
Resource Planning & Allocation
Cost & Benefit Analysis
Team Building & Leadership
Technology Concepts & Theory
Excellent qualifications in managing large-scale projects, from concept through planning, design,
development and task management. Precise, detail-oriented and analytical. Proficient in MS Project,
Excel, Word and Powerpoint. Fluent in Spanish; reading knowledge of Russian. Member, Financial
Management Association.
EDUCATION:
MBA (Finance)
MA (Linguistics)
BA (Spanish & English)
EM0RY UNIVERSITY
FLORIDA STATE UNIVERSITY
MIAMI UNIVERSITY
December 1996
May 1990
May 1984
AT&T / LUCENT TECHNOLOGIES
1992 to Present
Senior Technology Project Manager (1993 to Present)

Project Coordinator (1992 to 1993)
Senior Project Manager leading cross-functional teams of up to 50 in-house and contract

personnel in the design, development and delivery of advanced language translation technology solutions to support client globalization requirements. Develop project quotations and work
designs, prepare cost and revenue budgets, and control P&L to achievekurpass company
financial objectives.
Completed over 100 projects during past three years. Currently managing a portfolio of 15
projects with total revenue value of $2+ million.
60
MARK J. RICHARDSON
Page Two
AT&T / LUCENT TECHNOLOGIES (Continued):

Project Hiahliqhts & Achievements:
Ranked as the top-producing project manager in the company, generating over $1 million in
new revenues in the past 12 months. Personally generated over 80% of total revenue of
facility in September 1996.
Appointed Project Manager for $1 million contract with Hewlett Packard. Currently leading
50-person project team of programmers, software engineers, technology consultants, translators and support personnel worldwide.
Delivered all projects on time and within budget. Brought numerous projects in under budget
(up to 20% under expense goals).
Led successful projects for Abbott Laboratories, Baxter International, AT&T and other
major corporate clients nationwide.
Won the1995 Employee of the Year Award.
After only one month with the company, assigned management responsibility for the
largest and most challenging project (Intel). Delivered project on time and 25% under
budget. Nominated for the Employee of the Year Award.
U.S. ARMY / MILITARY INTELLIGENCE CORPS
1986 to 1991
Chinese Linguist / Military Intelligence Officer

Promoted from Chinese Linguist to Commissioned Lieutenant in the Military Intelligence Corps.
Demonstrated expertise in the collection, analysis, reporting and presentation of sensitive
military and operational data. Held Top Secret Security Clearance.
Resume Samples
61
MICHAEL T. WINSTON
15 Summerhill Place
Atlanta, Georgia 30263
(770)25 1-8286
SENIOR FINANCIAL EXECUTIVE

Start-Up, Turnaround, High-Growth & MuZtinationaZ Corporations
Corporate Finance Executive with 15+ years of senior-level financial, operating, general management and
consulting experience. Expert qualifications in financial planning and analysis, budgeting, cash management, banking, debt management, treasury, cost and general accounting, cost reduction and performance/
profit improvement. CPA.
Structured and negotiated complex public and private financings, mergers, acquisitions and divestitures
with aggregate value of $5+ billion throughout career. Top-flight negotiating experience.
DUNHAM SERVICE CORPORATION,Atlanta, GA
1994 to Present
($200 million third party logistics contractor.)
Vice President / Chief Financial Officer

Senior Financial Executive with full responsibility for the planning, staffing, operating performance and leadership of the corporations complete financial, accounting and administrative
functions. Led a n aggressive evaluation of all company operations, personnel, departments
and business units to establish baseline data for performance reengineering and profit growth.
Provided hands-on operating a n d financial leadership for successful turnaround.
Transitioned company from $6.5 million loss in 1994 to $6.5 million profit cash flow in
1996.
Pioneered the corporations first outsourcing program (human resources), significantly
improving HR capabilities while reducing annual costs to corporation by more than $100,000.
Evaluated information technology requirements and spearheaded selection/ implementation of several upgrades (including J . D . Edwards financial reporting system).
OUTBOARD MARINE CORPORATION,Waukegan, IL
1991 to 1993
(Worlds largest outboard motor manufacturer. $1 + billion in annual revenues.)

Recruited to plan and orchestrate the financial turnaround of this global manufacturer with
# 1 major recognition despite several non-performing business units. Given full responsibility
for redesigning all core financial processes, including annual planning and forecasting,
budgeting, cash management, treasury, internal audit, banking and long-range investment
planning. Led a staff of 60.
Instrumental in transitioning company from $100 million loss to a modest profit through
product line rationalization, divestiture, manufacturing operations consolidation, business
process redesign and aggressive cost controls. Efforts impacted the entire organization,
over 5000 employees and operations throughout North America, Europe and Latin America.
Initiated and managed a $75 million public convertible debt issue.
Restructured $200 million bank debt from secured to unsecured lending status.
Reengineered all financial operations and reduced staffing requirements by 30%.
Orchestrated implementation of PC- based financial reporting/ forecasting system.
Provided strategic leadership for critical business development and marketing programs.
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MICHAEL T. WINSTON
Page T w o
JAY ALIX & ASSOCIATES, Southfield, MI

(Managementconsulting firm specializing in turnarounds and crisis management.)
1987 to 1991
Principal
Guided senior financial, operating and management teams of client companies through critical
reengineering, turnaround and financial restructuring engagements. Worked in cooperation
with cross-functional projects teams in several successful endeavors:
$800 million business unit and product line divestiture for Wang Laboratories.
Five separate engagements involving divestitures, asset sales and restructurings to sustain
TIE Communications.
Complex business unit divestiture for G. Heilman Brewing.
Strategic planning and development of divestiture plan for Cardinal Industries.
CLEVITE INDUSTRIES, INC., Glenview, IL
($500 million multinational industrial manufacturer.)
1981 to 1987

Led all corporate financial and administrative affairs during a period of significant reorganization and transition, from 1981 revenues of $500 million through economic downturn to 1982
revenues of $367 million to subsequent regrowth and return to $500+ million in annual sales.
Created dynamic financial, analytical, budgeting, reporting, forecasting and asset management systems responsive to changing organizational needs.
Negotiated $400 million recapitalization in 1986 as part of the corporations IPO.
Structured and negotiated debt refinancing package with 2 3 institutions, resulting in a $10
million savings in annual interest and dividend costs.
Designed and implemented sophisticated financial reporting and forecasting system.
Directed successful divestiture of several foreign entities and consolidation of domestic
manufacturing facilities to reduce costs and improve profit return.
Company was rated as a n outstanding LBO by a venture capital investment group.
BENDIX CORPORATION, Southfield, MI
($4 billion multinational, multi-industry corporation.)
1976 to 1981
Vice President / Chief Financial Officer - Bendix Forest Products (1979 to 1981)
Assistant Treasurer - Bendix Headquarters (1977 to 1979)
Assistant Corporate Controller - Bendix Headquarters (1976 to 1977)
Fast- track promotion through a series of increasingly responsible corporate finance positions.
Advanced to VP/CFO with full treasury, controllership and MIS responsibility for the $700
million Forest Products business unit.
ACME CLEVELAND CORP.
/ LA SALLE MACHINE TOOL, INC., Cleveland, OH
($400 million industrial manufacturer.)
1969 to 1976
Corporate Controller - Acme Cleveland (1975 to 1976)

Vice President of Finance - LaSalle Machine Tool ( 1972 to 1975)
Corporate Controller - LaSalle Machine Tool (1971)
Assistant to the President - LaSalle Machine Tool (1969 to 1970)
COOPERS AND LYBRAND, Detroit, MI
Staff Auditor / Senior Auditor
EDUCATION:
B.B.A., University of Michigan, 1967
1965 to 1969
Resume Samples
63
RICHARD F. SMITH
1290 South Plains Avenue
Kansas City, Kansas 66213
(913)421-8974
SENIOR FINANCE & ADMINISTRATION EXECUTIVE

Strategic Business G, Financial Planning/ General Accounting/ Corporate Banking Lending
Merger C,Acquisition Management / Inves tmen t Management /Corporate Tax / MIS Techno logy
Over 15 years of senior-level Corporate Finance experience for start-up, turnaround and high-growth
corporations. Combines expert strategic and tactical financial expertise with strong qualifications in
general management, human resources management and transaction structuring/negotiations. Certified
Public Accountant (CPA). MBA Degree with Finance Concentration.
Delivered strong and sustainable financial gains in highly-competitive business markets nationwide
through expertise in cost reduction, process redesign, revenue growth and profit improvement.
Senior Vice Presidenflreasurer
MATTHEW F. BROOKSTONE COMPANY, Kansas City, Missouri
1980 to Present
(National mortgage banking corporation)
Chief Financial Officer responsible for the strategic planning, development and leadership of
two distinct accounting/ finance operations: Corporate Accounting and Investor Accounting.
Scope of responsibility is diverse and includes financial analysis/ reporting, tax planning, cash
management, corporate banking, lending, budgeting and audit management. Supervise a staff
of 12 professionals and para-professionals.
Achievements:
Improved net profitability by $400,000 in 1996 following an aggressive redesign of
bank pricing and costs.
Increased net interest income by 10Oo/o through implementation of corporate cash management system and negotiation of cooperative banking relationships. Developed pricing
policies for bank credit facilities to fully utilize escrow balances to reduce interest costs.
Led the consolidation of the corporations branch offices through a 7-state region in the
Western U.S. in response to projected changes within the industry. Maintained profitability throughout tenure despite declining market conditions.
Spearheaded design, programming and implementation of leading edge MIS technologies
to automate accounting and financial reporting functions. Reduced personnel requirements by 50%+ and sigruficantly improved the quality, accuracy and timeliness of financial
data. Currently facilitating transition from mainframe to client/ server technology.
Designed tax strategies for corporate stockholders which reduced potential tax liabilities
and improved net investment yield.
Renegotiated employee benefit programs, improved the companys ability to recruit
qualified personnel, and maintained costs within an escalating health care environment.
Rewrote corporate policies for the entire human resources function.
64
RICHARD F. SMITH - Page Two

PROFESSIONALEXPERIENCE (Contimed):
Comptroller
SURFACE TRANSPORTATIONINTERNATIONAL, Kansas City, Missouri
1978 to 1979
(National maintenance and sewice provider to the rail transportation industy)
Recruited by previous client at Grant Thornton to create all internal accounting, auditing and
financial management functions for a start-up corporation. Established corporate banking
relationships, developed budgets, prepared income and expense projections, and implemented
a complete corporate accounting and audit procedures program. Developed corporate HR
procedures for recruitment, training, benefits administration and employee retention.
Achievements:
Brought the accounting, administrative and reporting functions from start-up to full
automation.
Independently developed a complete accounting system, all human resource policies, and
related administrative support functions for an affiliated start-up operation.
Acquired extensive experience in merger and acquisition management as a member of the
management team responsible for negotiating the profitable sale of the company to a
publicly-owned national corporation.
In-Charge Auditor
GRANT THORNTON, CPAS, Kansas City, Missouri
1974 to 1977
Vormerly Alexander Grant & Company)
Directed financial audits for numerous industries and organizations (e.g., service, manufacturing, non-profit, financial). Supervised staff auditors assigned to specific engagements.
EDUCATION:
MBA (Finance),1990
ROCKHURST COLLEGE, Kansas City, Missouri
BS (Accounting), Cum Laude, 1974

BRIGHAM YOUNG UNIVERSITY, Provo, Utah
American Institute of Certified Public Accountants (AICPA)
Missouri Institute of Certified Public Accountants (MSCPA)
Board of Directors, Better Business Bureau
Resume Samples
65
DARRELL ALBERSTON
1305 West Swamp Creek Road
Troutville, Louisiana 70525
Phone (504) 633-2633
Fax (504) 627-6922
CORPORATE FINANCE EXECUTIVE

Start-up, Turnaround, High-Growth & Multinational Organizations
Dynamic management career building and leading corporate finance and accounting organizations for
a diversity of partnerships, joint ventures, subsidiaries and corporations. Combines expert strategic
planning and finance qualifications with strong business development, negotiation and leadership skills.
Financial Planning & Analysis
General Accounting & Reporting
Budgeting (Capital & Operating)
Tax Planning & Compliance
Cash Management & Optimization
Investment Management
Equity & Debt Financing
Road Show Presentations
Credit & Lending
Asset Management & Yield
COVINGTON INVESTMENT CORPORATION
Principal
1990 to Present
- Financial & Management Consulting
Senior Consultant specializing in corporate finance, investment finance, capital formation

and long-range corporate planning. Completed numerous engagements and special projects
throughout diverse commercial and industrial markets.
Provide expertise in all core financial planning, analysis and operating issues. Consult
regarding financial and investment transactions, banking, lending and credit management.
Evaluate key operating units and their financial performance to guide management in
process-driven reengineering programs. Advise regarding retirement planning, corporate
legal affairs and corporate administration.
Guided executive team in the start-up of a national franchise furniture business.
Prepared pro formas, budgets and long-range projections. Defined immediate and
long-term cash requirements, established banking relationships, and structured key
supplier contracts. Negotiated favorable lease transactions and created internal financial
analysis/reporting systems.
Architected a second-stage financing plan for a privately-held steel drum manufacturer.
Authored PPO memorandum and raised $3.5 million. Subsequently led corporation
through a sophisticated ESOP transition.
Designed exit strategy and recruited executive candidate for privately-held corporation.
Expanded practice to include investment and/or management in a portfolio of real estate,
energy and equipment leasing ventures. Designed capital structure for each new venture,
raised debt and equity funding, negotiated partnerships, and directed ventures through
development, start-up, management and/or divestiture.
Directed acquisition of several failed real estate properties, marketed and leased up, and
subsequently divested for an average 100/~ROI.
Delivered a strong 20% ROI to investor group in medical, electronic and office equipment
leasing venture.
66
DARRELL ALBERSTON
GRAHAM RESOURCES, INC.
Page Two
1978 to 1990
Executive Vice President (1986 to 1990)

Senior Vice President - Corporate Development (1982 to 1986)
Vice President - Finance (1980 to 1982)
Treasurer (1979 to 1980)
Tax Director (1978 to 1979)
Fast-track promotion through a series of increasingly responsible financial management
positions as Graham Resources grew from just under $1 million to $50+ million in value.
Created a dynamic financial infrastructure, flexible in meeting the rapid growth and expansion of the corporation. Introduced systems, controls and processes to provide accurate
and appropriate financial leadership for long-term growth and improved profitability.
As Senior Finance Executive, directed the entire corporate finance function. Achievements
included :
Created all corporate accounting, budgeting, cash management, asset management,
lending, tax, legal, credit, corporate development and administrative affairs.
Designed sophisticated financial planning, analysis and modeling processes to guide the
corporation and its investment portfolio.
Structured and negotiated complex financial transactions (e.g., credit, lending, investment, limited partnerships, convertible debt, common/preferred equity, capital raising).
Acted as an internal financial and management consultant to guide operating teams in
achieving profit and performance goals.
Appointed to the Board of Directors and Senior Management Committee in 1986.
Created the corporate and investment finance systems to manage growth from $3 million
of assets under management to $1.5 billion. Structured, negotiated, registered,
marketed and invested all capital from public, private and institutional sectors.
Optimized cash yields for 35 different partnerships. Delivered up to 18%annual ROI.
ARTHUR ANDERSEN & CO.
1972 to 1978
Tax Manager
Tax Staff, Senior and Manager for international CPA firm. Specialized in individual,
partnership and corporate income taxes and individual estate taxes with heavy emphasis on
long-range tax and financial planning. Managed client engagements in the oil and gas, real
estate, banking and maritime industries.
EDUCATION:
BS (Business Administration), Louisiana State University, 1972

Certified Public Accountant, 1974
AFFILIATIONS: American Institute of Certified Public Accountants

Louisiana Society of Certified Public Accountants
Resume Samples
67
PAUL B. FINNEGAN
200 Peaks View Place
Los Angeles, California 9 1000
Residence (805)400- 1000
Business (805)400-7000

Start-up, Turnaround & High-Growth Corporations
Demonstrated record of leadership in building corporate value. Consistently accelerated revenues and
profit growth through expertise in marketing, finance and management. Qualifications include:
Corporate Finance
Expert in full range of corporate financial affairs, including general and project accounting,
cash flow management, banking, tax, budgeting, forecasting, financial analysis and financial
reporting. RESULT: Created complete financial infrastructure to support venture that grew
from start-up to $37 million.
Investment Finance
Prepared written and oral presentations for institutional and private investors to fund business
start-up, expansion and project financing. Prepared all financial documents, coordinated
regulatory reviews and identified alternative funding sources. RESULT: Raised approximately
$125 million throughout career for companies and clients.
Marketinq & Business Development

Evaluated market demand and opportunity, created strategic marketing and business development plans, designed marketing communications and launched market penetration. RESULT:
Led successful expansion into new business markets and won strong market positioning
against well-established competition. Generated over $6.5 million in new revenues and
closed over 500 account sales.
Sales Manaaement
Built and led top-producing sales and support teams that consistently delivered revenues in
excess of projections and won increasing market share against strong competition. RESULT:
Negotiated and closed over $130 million in gross sales throughout career.
Ilt.ainin_a& Development
Expert in the design and development of customized training programs with emphasis on sales,
marketing, finance, leadership development, communication skills, public speaking and
general management. RESULT: Strengthened sales and management teams as President
and Sales Champion of the Dale Carnegie course. Trained 200+ professionals over a threeyear period.
Information TechnoZogg
Introduced PC systems and applications to automate finance, accounting, sales and lease
administration, marketing and general management functions. RESULT: Replaced manual
systems with state-of-the-art technology and improved productivity, efficiency and

organizational capabilities with Lotus and Microsoft applications. Outsourced operating
and financial functions through systems applications.
MBA Degree in Finance & Marketing. Experienced Instructor in:
Sales, Marketing & Public Speaking for Dale Carnegie courses and University of Southern California.
68
PAUL B. FINNEGAN
Page Two
GENERAL PARTNERSHIPS, INC., West Los Angeles, CA
1993 to 1995
General Partner / Operating Partner

Raised initial financing and led start-up of a business venture. Held full P&L responsibility for
the strategic planning, development and leadership of the entire business organization,
including sales, marketing, new business development, corporate finance, accounting and
investment finance. Implemented information technology and successfully outsourced
majority of administrative and management functions.
Built company from start-up to $37 million, generating $6.3 million in after tax profits.
Led implementation of PC technology to automate all financial, asset management,
accounting, reporting and administrative functions.
Prepared financial and operating documentation for major presentations to private and
institutional lenders, business partners and investors. Raised over $16.3 million from
start-up monies of $360,000 partner contributions.
Founded affiliate brokerage company, building revenues to six figures within first year.
Managed private tax consulting services, delivering 20% tax reduction to key clients.
CENTURY 21, Sherman Oaks, CA
1981 to 1993
First Vice President (1991 to 1993)

Associate Vice President / Member of Chairmans Council (1984 to 199 1)
Senior Sales Consultant (198 1 to 1984)
Fast-track promotion through a series of increasing responsible sales, marketing a n d
regional management positions. Achieved the highest position of any commissioned sales
person in the organization. Consistently ranked in the top 5% nationwide. Final promotion to
First Vice President with full P&L responsibility for Southern California region, managing u p to
15 major sales projects valued a t a n average $10+ million each.
Generated over $131 million in sales volume with over 500 transactions.
Delivered gross revenues averaging in excess of $400,000 for 10+ consecutive years.
JOHN STEWART WALKER, Sherman Oaks, CA
1973 to 1981
Senior Sales Consultant

Promoted to Senior Sales Consultant in 1979, after achieving assigned quota for five
consecutive years. Built territory in West Los Angeles from start-up to gross sales of $1.6
million within first year. Expanded sales throughout adjacent regions.
XEROX CORPORATION, Los Angeles, CA
1972 to 1973
Sales Representative/Sales Manager

Led six field sales and technical support personnel building market value and driving revenue
growth within highly competitive Southern California. Achieved quota both years.
IBM CORPORATION, Los Angeles, CA
Account Manager
EDUCATION:
MBA (Finance 8s Marketing), University of Southern California
BS (Accounting), Temple University
1968 to 1971
Resume Samples
69
ELIZABETH R. WERNER
21 East Washington Parkway
Detroit Michigan 48995
(616) 232-6544
EXECUTIVE PROFILE
Senior Management Executive successful in building profitable organizations within highly competitive
consumer markets. Broad-based general management and P&L management of all corporate operating, sales,
marketing, product, technology and human resource management functions.
Featured in Inc. Magazine in August 1994 for expertise in rnarkefiusiness development.
PRESIDENT Heritage - Detroit, Michigan 1983 to Present

Founded corporation in 1983 in response to emerging market niche. Built from start-up to 24 retail stores
generating over $6 million in annual revenue with 250 employees. Lead a 4-person senior management team,
48 business unit managers and all sales, support and service staff.
Sales Growth
Delivered revenue growth averaging 18%to build volume to $6+ million in 1995.
Finance
Negotiated $500,000 credit line with major banking institution to fund growth,
expansion and working capital.
Stratepic Planning
Instituted strategic planning process for entire corporation and all operating units.
Established revenue and profit goals, cost reduction initiatives, and actions plans
that consistently improved earnings and strengthened customer satisfaction.
Real Estate
Reduced annual real estate leasing costs by more than 25% through personal
management of all leasing contracts.
Legal Affairs
Directed the corporate legal function and all leasing, contract, employee law and
regulatory affairs.
MarketindAdvertising
Designed a portfolio of sales promotions, direct mail, print advertising and

marketing communications to expand penetration throughout targeted markets.
PC Technologg
Directed the selection, installation and management of a PC network linking

corporate headquarters with all operating locations. Implemented Electronic Bar
Code Scanning to improve merchandise control and loss prevention.
Purchasing
Established a worldwide purchasing function working with 700+ vendors and seven
major NYC buying groups to reduce annual costs through volume discounting.
Distribution
Redesigned inventory planning/ management strategies, leased distribution

center and improved the allocation of product between operating locations.
Human Resources
Created a complete human resources function and directed all recruitment, training, development, benefits, compensation and performance appraisal processes.
VICE PRESIDENTDREASURER - Shoes Unlimited - Detroit, Michigan - 1975 to 1986

Fast-track promotion from Sales Associate to Assistant Buyer to Buyer to VP/Treasurer for this $20 million,
50-site corporation. Acquired extensive qualifications in budgeting, banking, cash management, accounting,
financial planning, financial reporting and profitability analysis.
EDUCATION
B.S., Marketing - Minor in Accounting - Wayne State University - Detroit, Michigan - 1975
70
SHEILA STEWART
594 Beach Access Road
Pensacola, Florida 32561
Home
Office
(904) 947-6990
(904) 553-6990
HUMAN RESOURCE AFFAIRS

Excellent qualifications in the recruitment, interviewing, selection and supervision of up to 40 professional and support
staff. Skilled in staff training, development and performance management to meet operating and financial goals.
Extensive experience in workforce diversity, team building and group leadership. RESULT: Built work teams that
consistently met/exceeded business goals for productivity, efficiency and quality of operations.
CUSTOMER SERVICE / CLIENT RELATIONS
Independently managed relationships with major accounts (e.g., National Organization for Women, Fleet Reserve
Association). Served as direct liaison to facilitate client relationships, resolve billing and operating problems, and
outperform competitive organizations. Actively involved in developing new product/service lines to meet client/market
demand. RESULT: Delivered strong and sustainable improvements in client service, satisfaction and retention.
ACCOUNTING MANAGEMENT
Expert qualifications in accounts receivable, billing, reimbursement, accounting/financial analysis, financial reporting,
codbenefit analysis, insurance and claims administration. Managed $4 million operating budget, variance analysis
reporting a n d long-term financial planning efforts. RESULT: Designed and implemented policies, procedures and
processes that improved cash flow, reduced outstanding debt and strengthened bottom-line profitability.
PROJECT PLANNING & MANAGEMENT
Skilled in leading cross-functional business teams in the planning and execution of special projects for Marketing,
Operations, Accounting and Information Technology. Able to critically evaluate project requirements and coordinate
the delivery of appropriate resources and personnel to meet operating demands. RESULT: Built cooperative
working relationships between hourly, staff and management personnel to facilitate project completion on time,
within budget and as per operating requirements.
OFFICE MANAGEMENT / BUSINESS ADMINISTRATION
Broad-based qualifications in administrative, clerical and business support functions. Organized, efficient and precise
with strong planning, communication and liaison skills. Extensive P C qualifications. RESULT: Designed/implemented administrative processes to reduce redundancy, streamline operations and improve daily operations.
1996 to Present
Supervisor, Physician Billing
Springfield General Hospital
Recruited to this large regional medical center to manage the entire billing department for more than seven clinics and
46 hospital employed physicians. Act as direct liaison between clinics and billing department to ensure all documents
are processed within a timely manner. Direct a team of 10 insurance claims specialists and support personnel.
1994 to 1996
1991 to 1994
1990 to 1991
1989 to 1990
1987 to 1989
1984 to 1987
Accounts Receivable Manager

Reimbursement Coordinator
Account Coordinator
Policyholder Communicator
Claims Reviewedsecretary
Business Manager
Department of Surgery Associates

George Washington University Medical Center
Consumers United Insurance Company
Smith-Sternau Organization, Inc.
Blue Cross & Blue Shield
Campus Book Store
M.B.A. Candidate, expected December 1997

B.S., Business Management, University of Maryland, Baltimore, Maryland, 1984
Resume Samples
71
STEVEN L. JONES
500 W. Barstow ## 102
Fresno, California 93407
Home
Fax
(209) 434-1988
(209) 275-6572
CAREER PROFILE:
Experienced businessman with excellent qualifications in general management, human resources,
customer relations and communications. Seeking the opportunity to transfer experience into a unique
employment opportunity involving international travel, people and culture.
Advisory Board Member, Fairmont State College Elderhostel Program.

Founding Chairman, Fairmont County Private Industry Council.
Volunteer Human Resources Consultant, Fresno Philharmonic Orchestra.
Sports enthusiast. Enjoy scuba diving, sailing, tennis, skiing, biking, jogging and working out.
Extensive travel throughout Europe, the Orient and the Caribbean.
Food and wine connoisseur. Art collector. Single. Interested in travel and/or relocation.
CAREER HISTORY:
Human Resources Director, Producers Cotton Oil Company, Fairmont, California
Twenty-three year career a s the Senior Human Resources Executive for this diversified cotton producer
and processor. Directed all HR programs for 500 permanent and 1200-1500 seasonal employees at 75
locations throughout California and Arizona. Member of a 7-person executive team responsible for the
strategic planning, leadership and bottom-line financial performance of the corporation.
Customer Relations
Travelled to company and customer sites to strengthen business relationships, increase production
volumes and sales revenues, and maintain competitiveness in t h e global business market.
Human Resources E. Training/Developmsnt
Created and directed the HR organization a s the company grew and diversified its operations. Scope
of responsibility included recruitment, benefits and pension plan administration, wage and salary
administration, employee relations, promotion of benefits and retirement, payroll processing, and
union contract negotiations.
Personnel Training/Development
Designed and implemented skills training, job training, leadership development, safety and a variety
of other programs for seasonal, hourly, administrative and management personnel. Created instructional materials, educational resources, and job performance standards and incentives.
General Management
Strong qualifications in strategic planning, budgeting, expense control, multi-site operations management, capital acquisition, marketing/new business development, facilities management, equipment
management and policy/procedure development. Decisive and direct, yet flexible in responding to
the constantly changing demands of staff, customers and operations throughout the company.
Public Speaking 6 Presentations
Wrote and delivered hundreds of public presentations throughout career. Dynamic, articulate and
humorous speaker.
EDUCATION:
B.S., Business Administration, Minors in Speech & Psychology, Fairmont State College

Jobs
72
DAVID SWISHER
(701) 873-6411
231 Snowcap Drive
Minot, North Dakota 58071
PROFESSIONAL QUALIFICATIONS:
Project Planning/Management
Presentations/Public Speaking
Purchasing/lnventory Control
Resource/Facilities Management
Planning/Organization/Analysis
Personnel Training/Supervision
Human Resource Administration
WrittenIOral Communications
Team/Group Leadership
Security/lnvestigations
Extensive hands-on experience in data entry, verification, analysis and reporting. Hardware includes PC I11,
AT&T 605, Zenith 648, UNISYS 386 and various peripheral devices.
EXPERIENCE:
INVESTMENT CENTERS OF AMERICA - Kansas City, Missouri
1994 to Present
Investment Representative marketing stocks, bonds, IRAs, annuities, mutual funds, and life, health
and long term care insurance to individuals and small business owners throughout the region. Earned
state insurance license and National Association of Security Dealers Series 7 and 63 registrations.
UNITED STATES AIR FORCE - U.S., England, Germany, Italy
1981 to 1992
/even-year career was highlighted by rapid promotion through a series of increasingly responsible
positions. Received several distinguished awards and commendations for exemplary performance.
Highlights included:
Customer Service Center Manager
Managed large-scale personnel recordkeeping function supporting over 4900 personnel. Directed
related data collection and system input/output operations. Coordinated workflow, equipment
utilization, personnel assignments and information dissemination. Trained and supervised a staff of
10. Active member of Total Quality Management and Improvement team charged with streamlining/
consolidating operations, improving productivity and enhancing organizational efficiency.
Security Specialist / Security Chief

Planned and directed large-scale security and investigations management operations to ensure the
safetykecurity of personnel, facilities, resources, technologies and intelligence. Conducted detailed
investigations of alleged security violations and criminal activity with sole responsibility for investigation planning, staffing, management and reporting. Collected/analyzedextensive documentation and
wrote security reports. Directed related staffing, training and resource management functions.
Facilities Manager
Supervised facilities management including power generation, environmental control and water
treatment systems. Coordinated capital improvement projects, ensured fully operational status of
all equipment, managed related purchasing and inventory control functions, and supervised facilities
maintenance staff. Actively involved in implementing methods to upgrade facility safety programs.
EDUCATION:
Currently Pursuing Master of Science Degree in Administration

Central Michigan University, Minot AFB, North Dakota
Bachelor of Science Degree, 1990
University of the State of New York, Albany, New York
Associate of Arts & Sciences (2 degrees), 1990 and 1992
Community College of the Air Force, Maxwell, Alabama
Resume Samples
73
SHARON BRANSON
11 Summerwind Lane
Rockville Centre, New York 11516
(516)588-5382
Creative and talented professional with 10 years of progressively responsible business experience. Combines
strong administrative, organizational and communication skills with expertise in:
Project Planning, Staffing & Management
Customer Service & Key Account Relationship Management
Sales & Expense Forecasting & Analysis
Special Events Planning & Management
Order Processing & Product Distribution
Inventory Control & Merchandise Management
Purchasing & Vendor Negotiations
Staff Training & Supervision
PC-Based Administrative, Word Processing & Spreadsheet Applications
1994 to Present
Calvin Klein, Inc., New York, New York
Direct administrative, customer service, sales and marketing services to corporate customers in Boston, Florida
and an 8-state Midwestern region. Instrumental in building revenues by 50% to $3.5million in 1996. Consult
with Order Entry and Customer Service Departments to design new sales monitoring, product forecasting and
distribution management systems.
1993 to 1994
Esprit, New York, New York
Coordinated sales, marketing, customer service and product management for key customers throughout the
New York metro region. Contributed to a $600,000 increase in annual revenue growth within a highly
competitive business market. Designed and implemented a series of PC-based sales management, order
processing and business trend analysis programs.
1992 to 1993
Rivage, New York, New York
Consulted with senior management team to deliver high-quality products and merchandising strategies to
department stores nationwide. Managed the administrative and inventory control functions for New York City
showroom.
1988 to 1991
Liz Claiborne Accessories, Inc., New York, New York
Managed product sales, customer service, sales reporting and administrative support functions for some of the
corporations largest commercial accounts. Instrumental in building revenues by $2.2 million within two years.
1987 to 1988
Abraham and Straus, Huntington/Brooklyn, New York
Fast-track promotion through a series of increasingly responsible positions in administration, department

management, staff training and supervision, purchasing and inventory control.
EDUCATION:
B.S., Clothing and Textiles, Deans List, December 1987
STATE UNIVERSITY O F NEW YORK COLLEGE AT ONEONTA
A.A.S., Fashion Buying and Merchandising, December 1986
FASHION INSTITUTE OF TECHNOLOGY
74
RACHEL MARTINEZ
2523 45th Street North, Miami, Florida 33445
(305) 232-8421
Talented professional with excellent academic credentials and several years professional experience in the U. S.
and Latin America. Strong analytical, research and project management skills combined with expertise in
building/managing international business relationships. Fluent in English and Spanish. PC proficient.
International Business Management
International Banking & Finance
International Business Law
Global Marketing & Business Development
Economic, Political & Demographic Research
International Trade & Import/Export

Strategic Planning & Risk Assessment
Marketing Distribution Channels
Cross-Cultural Communications
Business Case Analysis
EDUCATION:
SAINT THOMAS UNIVERSITY, Miami, Florida
MBA Degree Cum Laude Graduate (GPA 3.59/4.00), 1991
Graduate Certificate in International Business, 1991
BA Degree - Political Science Cum Laude Graduate (GPA 3.68/4.00), 1988
Owner/General Manager
CECILIAS, Hialeah, Florida
1993 to Present
Founded and currently operate a marketing organization selling crafts, cosmetics and gift products. Define
product mix, develop pricing structures, design innovative advertising and marketing communications,
and coordinate purchasing and inventory control. Research competitive market activity to determine
promotional strategies and product positioning.
Recruited, trained and currently direct a team of sales and marketing distributors.
Faculty Member - Business/Economics Division

FORT LAUDERDALE COLLEGE, Fort Lauderdale, Florida
1991 to 1993
Taught undergraduate courses in International Business Management, Import-Export, Business Ethics

and Marketing Distribution Channels. Prepared class materials, directed special study and research
projects, and conducted reading seminars in general International Business topics.
Full-Time Graduate Student
1988 to 1991
Assistant Accounts Receivable Representative

SAINT THOMAS UNIVERSITY, Miami, Florida
1988 to 1989
Managed, balanced and reported student and university operating accounts. Prepared daily bank
deposits, administered petty cash fund and processed invoices. Trainedhpervised student workers.
NATIONAL SOCIETY OF HISPANIC MBAs (MiamiChapter)
Vice President of Education. Currently spearheading the planning, design and implementation of a series
of University outreach programs to increase Hispanic student enrollment in MBA programs throughout
Southern Florida. Orchestrating the establishment of Miami-based scholarship fund and career orientation
workshops previously managed through national headquarters. Supervise nine volunteers. (1995to Present)
Secretary & Chairperson, Events Committee. Administered member database, recordkeeping and
documentation, prepared member marketing communications, and facilitated logistics for meetings,
workshops, and special events. (1993to 1994)
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NOREEN SWANSON, M.D.

239 Central Park West
(212) 525-9878
HEALTH CARE ADMINISTRATOR / HOSPITAL DIRECTOR / BUSINESS MANAGER

Medical & Clinical Services /Finance & Budgeting / Regulatory Affairs / Training & Development
Policy Development / Physician Recruitment / Resources & Facilities Management / Public Affairs
Provider Relations / Patient Relations / Legislative tiffairs / Insurance Administration
Health Care Administrator with 1O+ years experience leading the development and delivery of profitable
health care systems throughout the U.S., Canada and Europe. Combines strong business and financial
management expertise with 16 years experience as a licensed medical doctor. PC proficient.
Health Care Administrator - Policy, Quality of Care & Services Delivery
1992 to Present
Devoted the past four years to the planning, development, funding and implementation of
improved health care delivery systems worldwide. Work in cooperation with hospital administrators, financial executives, government agencies, legislators, regulators, policymakers and
public advocacy groups to drive forward innovative health care and managed care programs.
Care Foundation - South America (1994 to 1996)

Two-year position with an international charitable health care organization providing teams of
health care administrators, primary care physicians, nurses, researchers and others throughout remote parts of the world. Held joint administrative and clinical responsibilities.
Travelled throughout the jungles of South America introducing preventive medicine,
nutrition and immunization programs.
Conducted primary field research on medicinal properties and studied natural resistance to
malaria and other tropical diseases.
Finland Ministry of Health ( 1994)

Twelve-month consulting assignment guiding the modernization and expansion of emergency
management systems throughout all of Finland.
Led management training programs on core health care issues (e.g., service delivery,
quality of care, reimbursement, staffing, resource maximization, facilities management,
technology, budgeting).
Introduced several new management and administrative processes into existing health care
operations and delivered average annual cost savings of 20%.
Nova Scotia, Canada Ministry of Health (1992 to 1993)

Thirteen-month locum tenens position guiding development of health care policy, establishing
health care service programs and spearheading health care cost containment initiatives.
Orchestrated preliminary planning and development for implementation of emergency
medical response system throughout all of Nova Scotia.
Introduced the Americansystem of emergency room management and compensation structures into more than 150 hospitals.
Mississippi State Board of Health (1992)

Twelve-month locum tenens position providing policy, quality, planning and administrative
leadership to the health care providers and provider organizations throughout the State of
Mississippi. Focused efforts on expanding services and realigning cost structures.
Accelerated the turnaround, service expansion and return to profitability of health clinic.
76
NOREEN SWANSON, M.D.

Medical Director - Emergency Department
WATKINS REGIONAL MEDICAL CENTER, Atlanta, Georgia
Page Two
1985 to 1991
Senior Operating Executive directing all policy, business, financial, administrative, staffing
and medical care operations for the Emergency Department of this 440-bed acute care hospital. Scope of responsibility was diverse and included:
Business Management
Introduced state-of-the-art utilization review, quality assurance a n d internal audit
programs to facilitate ongoing improvements in the delivery and cost of care.
Directed physician recruitment, credentialing, scheduling and contract negotiations.
Administered all insurance billing and collection programs with Medicaid, Medicare, Champus
and major insurance companies nationwide.
Designed/ taught emergency training for field and hospital- based emergency response teams.
Testified before the General Assembly on core health care issues (e.g., cost, reimbursement,
Medicare, Medicaid, emergency care, delivery systems).
FinanciaZ Management
Guided Board of Directors and executive team in the development of annual operating and
capital budgets for the $32 million Emergency Department.
Directed all general accounting, financial planning and reporting, budgeting, billing,
collections and medical coding operations.
Improved workflow/ productivity through innovative training and process reengineering.
Spearheaded several fundraising campaigns for new emergency department and capital
improvement projects. Achieved total contributions of more than $1 1 million.
Senior Administrative & Medical Director
U.S. A R M Y MEDICAL CORPS, Bamberg, Germany
1981 to 1985
Directed all operations for a large medical clinic servicing 15,000 military personnel, dependents and civilians. Responsible for care provider organization, all financial and budgeting
affairs, purchasing, staffing, reporting, facilities, regulatory affairs a n d administration.
Managed team of 500+ physicians, nurses, medical corpsman, technicians and support staff.
Introduced chart review, peer review, utilization review and quality assurance programs
throughout all departments.
Pioneered a n innovative preventive medicine program for troops worldwide.
Medical Intern
TRIPLER ARMY MEDICAL CENTER, Honolulu, Hawaii
1980 to 1981
One-year internship rotating through all primary care areas in this 1000-bed military hospital.
Appointed Chairman of Internship Class, served on Utilization Review a n d Quality
Assurance Committee, and managed several successful fundraising campaigns. Designed and
taught emergency care training programs.
EDUCATION & PROFESSIONAL CREDENTIALS:

M.D., University of Mississippi School of Medicine, 1980
B.S., Biochemistry, Mississippi State University, 1976
Diplomate of the American Board of Emergency Medicine, 1988
Fellow of the American Academy of Family Physicians, 1987
Recertification in ACLS, BCLS and ATLS, 1996
PROFESSIONAL & CIVIC MEMBERSHIPS:

American Academy of Medical Directors, American Academy of Family Physicians, American
College of Emergency Physicians, American Medical Association, Center for Battered Women &
Abused Children (Volunteer)
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77
KENNETH W. CHASTE
Home (310) 826-5252
3721 Walnut Tree Lane

San Francisco, California 94575
Fax (310) 384-572 1
Office (310) 385-72 18
HEALTH CARE: INDUSTRY EXECUTIVE

Dynamic 20+ year career as the President, CEO, CFO and Administrator of multi-site health care
organizations. Expert in strategic planning, finance, MIS technology, human resources, community
outreach, regulatory/ legislative affairs and organizational development for turnaround and highgrowth ventures. Analytical and decisive with excellent negotiation and team building skills.
Creative in solutions engineering and performance/ quality improvement.
COLUMBIA HEALTH CARE SYSTEM
SAN FRANCISCO COMMUNITY HOSPITAL, San Francisco, CA
1984 to 1996
President/CEO - Columbia / Administrator/CEO - San Francisco (1990 to 1996)

Senior Vice President 8s CFO - Columbia (1987 to 1990)
Vice President 8s CFO - Columbia (1986 to 1987)
Assistant Administrator 8s CFO - San Francisco (1984 to 1986)
Fast-track promotion through a series of increasingly responsible general management
and financial management positions with Columbia Health Care System (regional health
care delivery system) and San Francisco Community Hospital (29 1-bed acute care
hospital with 360 physicians and 1300 employees). Concurrent administrative and
financial responsibility for 99-bed skilled nursing facility (acquisition)and 60-bed rehabilitation hospital (joint venture). Held full P&L responsibility for all business units.
Saved the corporation from imminent bankruptcy through immediate cost reduction,
divestiture of non-profitable assets, and restructure of long-term debt and lease
obligations. Created critical partnerships with employees and management personnel
throughout the organization to drive reengmeering, process improvement and longterm stability. Currently operating at positive cash flow.
Reduced operating losses 65OA) over a three-year period despite 10% volume decrease
through introduction of new services and elimination of non-profitable , non-core operations. Delivered over $1.2 million in annual net profit from two new clinical programs.
Eliminated short-term debt of $3.8 million, reduced long-term debt by $500,000+,
improved current ratio from 1.55/ 1 to 2.00/ 1 and built cash reserves to $2.1 million.
Identified opportunity, structured and negotiated a joint venture that created $2.9
million in unrestricted new cash capital.
Won political and community support for acquisition of land and loan guarantees from
the Redevelopment Agency for the construction of an $8 million medical office complex.
Issued $39 million of tax exempt bonds to finance construction of a Fi-story, 150,000 sq.
ft. , 126-bed patient tower.
Reduced days in accounts receivable from 98 to 49.
Created a MSO/IPA to allow medical staff to compete for HMO business.
100 Winnina Resumes for $lOO.OOO+ Jobs
78
KENNETH W. CHASTE
Page Two
PROFESSIONAL EXPERIENCE (Continued):

JEFFERSON MEMORIAL HOSPITAL, Inglewood, CA
1981 to 1984
Vice President of Fiscal Services

Recruited as the Senior Finance Executive for this two-facility, 606-bed health care
corporation. Responsible for all accounting, budgeting, forecasting, financial reporting,
billing, business office, treasury, cash management , banking, purchasing and MIS
operations.
Issued $65 million of tax exempt bonds to finance acquisition, capital improvement and
renovation projects.
Resolved long-standing problems with computer system conversion and completed
installation to replace obsolete systems.
Implemented improved collection procedures and reduced DSO from 122 to 72.
KENNEDY ASSOCIATES, INC., Rancho Palos Verdes, CA
1980 to 1981
Executive Vice President 8s CFO

Recruited to plan and orchestrate an aggressive turnaround of this mini-conglomerate with
national interests in franchising, consulting, wholesale and retail sales, and business
management /ownership.
Surpassed all turnaround objectives. Transitioned company from major loss to
profitability, reconfigured operating units and product lines, introduced sound fiscal
practices and built a solid organizational infrastructure to lead the company forward.
PRENIOUS PROFESSIONAL HEALTH CARE INDUSTRY EXPERIENCE ( 1 9 7 5 to 1980):
Associate Administrator 8s CFO, Centennial Hospital Medical Center, Inglewood, CA
Director of Fiscal Affairs, Henry Ford Hospital, Detroit, MI
Controller, St. Joseph Hospital, Flint, MI
EDUCATION:
M.S., Health Care Administration, University of La Verne, La Verne, CA, 1989
B.S., Accounting 8s Finance, Indiana University, Bloomington, IN, 1975
Certified Public Accountant
Resume Samples
79
LARRY M. VAN WINKEL

2587 Lumber Mill Road
Oklahoma City, Oklahoma 75347
Phone (803)234-8647
Fax (803) 234-8623
HEALTH CARE INDUSTRY EXECUTIVE

Managed Care / Management Service Organizations / Physician Hospital Organizations
Health Care Systems Marketing I Physician Relations I Practice Management
Executive Director / Operations Manager / Marketing Director with expertise in the strategic planning, development and
leadership of sophisticated health care practice organizations. Contributed to multi-million dollar revenue growth
through advances in managed care concepts, contract services, market development, finance/accounting and human
resources. Extensive MIS and PC technology skills. Integrated and standardized operating and administrative systems
to deliver strong and sustainable cost reductions. MBA Degree.
MIDWESTERN HEALTH ALLIANCE, Oklahoma City, Oklahoma
1994 to Present
EXECUTIVE DIRECTOR
Recruited as the Senior Operating Executive for this newly-created health care management company
providing contract services to a 7-site, multi-hospital network. Challenged to reduce operating costs and
improve market penetration through the strategic integration of management functions into o n e centralized organization utilizing existing staff and facilities.
Scope of responsibility is diverse and includes accounting and finance, financial reporting, payroll
administration, banking, credit, budgeting, program development/implementation, marketing and
community outreach. Lead a team of 2 0 through a matrixed organization.
Achievements:
Created a regional integrated delivery system with centralized strategic planning, administrative,
recruitment, marketing, purchasing and contracting services.
Established operating policies and procedures for new business venture, defined immediate and longterm operating goals, and realigned financial and personnel resources to provide comprehensive
management services.
Fully integrated all purchasing, vendor sourcing, and inventory planning and control functions for
hospital group. Projections forecast a 5 % reduction in pharmacy costs and a 5 0 % reduction in medical/
surgical inventory carrying costs through implementation of JIT delivery system.
Developed a regional health education network and coordinated resource allocation throughout the
health care delivery system.
80
LARRY M. VAN WINKEL Page Two
CONSOLIDATED MEDICAL CENTERS, Denver, Colorado
1989 to 1994
CORPORATE DIRECTOR / DIRECTOR OF MARKETING

ACTING OPERATIONS MANAGER
High-profile management position as one of two operating executives responsible for the dramatic growth
of this ambulatory health care network (primary care, occupational medicine and rehabilitation). In
cooperation with PresidenKEO, led the organization through a period of rapid expansion.
Built CMC from two outpatient facilitieswith $3.3million in annual revenues to six facilities with $10.4
million in annual revenues and 125 employees (including 15t physicians and 25 t therapists).
Delivered 214% revenue gain over five years (averaged 21% annually) and significantly improved
customer service/satisfaction ratings.
Established CMC as the largest occupational health care system in the metro Denver market.
Linked CMC with specialty physician practices to create a pioneering managed care organization
providing comprehensive administrative, sales/marketing, MIS, budgeting/financial and operating
management expertise to the clinical care network.
Negotiated win-win managed care contracts and joint ventures with specialty care physicians,
employers, third party administrators and insurance companies.
Created strategic plans and objectives to build managed care network, drive revenue growth, integrate
administrative infrastructure, and build a regional marketing and business development network.
Recruited, trained and supervised marketing personnel, launched public relations initiatives and customer
service programs, and designed a portfolio of marketing communications (e.g., brochures, print
advertisements, satisfaction surveys).
Spearheaded computerization of the entire business organization. Automated operational forms, created
computerized superbill and implemented leading edge case management system that significantly
improved service levels and efficiencies. Established service delivery protocols, pricing systems and a
comprehensive operating procedures manual.
Previous Professional Experience (1984to 1989)as an Account Representative, Credit Analyst and Credit
Manager. Acquired excellent experience in credit/financial analysis, commercial and consumer lending,
portfolio administration ($18million) and sales/marketing/new business development. Employers included:
U S West Financial Services, Kansas City, Missouri (1987 to 1989)

The CIT Group / Equipment Financing, Inc., Overland Park, Kansas (1986to 1987)
Norwest Financial Services, Springfield, Missouri (1984 to 1985)
EDUCATION:
Master of Business Administration, July 1988
UNIVERSITY OF MISSOURI, Kansas City, Missouri
Bachelor of Science (General Business), December 1984
SOUTHWEST MISSOURI STATE UNIVERSITY, Springfield, Missouri
Resume Samples
81
DENNIS JAMISON
Route 7 Box 350
Allentown, Pennsylvania 17571
Home (717) 204-2314
Office (717)525-8000
HUMAN RESOURCES & LABOR RELATIONS DIRECTOR

Plant, Multi-Plant, Division & Corporate Headquarters
Union Negotiations & Mediation
Equal Employment
Organization Development
Safety Management
Preventive Labor Relations Strategies
Grievance & Arbitration Proceedings
Multinational Workforce Management
Compensation & Benefits Design

Training & Development
Recruitment & Employment
HR Policy Design & Administration
Succession Planning
Operating Unit Support
Employee & Labor Law
Union negotiating and administration experience with the OCAW, IBT, IBEW, IUE, Boilermakers,Steamfitters,
Constructions Trades Council and numerous independent unions nationwide.
Technologies: HRIS, Lotus, Wordperfect, MS Access and Word
Languages: Conversational Spanish
BICC CABLES - INDUSTRIAL CABLES COMPANY, Allentown, PA
1994 to Present
$130 million, 600 employee (union 6 non-union), 3-site wire 6 cable technology components manufacturer
Director of Human Resources
Senior Executive with full policy, strategic planning, operating and financial responsibility for all
HR affairs for Industrial Cables Company and its operations in Indiana, Pennsylvania and Canada.
Direct employment, compensation, employee and labor relations, security, health and safety,
employee communications and employee services. Led a 10-person HR staff and support team.
Challenged to upgrade the quality and services of the HR function to meet the corporationsemerging business demands and long-term management development requirements. Senior advisor
and confidante to executive management team on all core business, strategic planning, financial
and HR affairs.
Spearheaded the selection, acquisition and integration of PC-based HRIS technology to
automate employee database, benefits, salary and administrative functions.
Designed and implemented a series of employee training programs on safety, compliance,
attendance, communications and performance improvement.
PIRELLI CABLE CORPORATION
$600 million, 1 700-employee (union 6 non-union), 8-site manufacturer
1989 to 1994
Plant Human Resources Manager, Abbeyville, SC (1993 to 1994)

Accepted plant-level HR management position (280 employees) following corporate-wide
reorganization. Challenged to restructure HR operations and more effectively integrate
combined union/non-union workforce. Managed all generalist and labor relations affairs.
Recruited and trained a 205-person, non-union replacement workforce during union work
stoppage. Thwarted all union tactics and retained workforce permanently.

Jobs
82
DENNIS JAMISON Page Two
Division Human Resources Manager, Florham Park, NJ (1989 to 1993)

Senior HR Executive for five operating sites nationwide. Established HR and labor relations
policies impacting more than 350 employees. Standardized HR practices for benefit and salary
administration, expanded internal training opportunities, expanded HRIS applications, and
revitalized recruitment program.
Chosen for 6-month special assignment as General Manager leading the successful closure
of Puerto Rican affiliate.
Designed and implemented succession planning, position task identification, employee
empowerment and employee/management communications plans as part of workforce reengineering initiative. Eliminated two complete management layers and significantly reduced
annual staffing costs.
Restructured hourly benefit plans for 60/40 payment split and saved $140,000 in first year costs.
Wrote policy and implemented first-ever drug screening and employee assistance programs.
Successfully defended against aggressive union organizing attempt.
ATLAS POWER COMPANY, Quakertown, PA
1988 to 1989
$90 million, 250 employee (union) manufacturer
Manager of Human Resources

Senior HR Manager directing recruitment, training, compensation, labor relations, and other core
HR and employee relations functions. Guided policy development for programs, services and
actions impacting the entire workforce and all core HR functions.
Appointed Chief Labor Spokesperson negotiating cooperative agreements for a multi-craft
mechanic concept. Delivered zero wage increases on strikeable wage reopener.
YABUCOA SUN OIL COMPANY, Puerto Rico
1985 to 1988
$1 10 million, 185 employee (non-union) oil production company
Manager - Employee & Plant Services

Wrote policies and directed programs for employment, labor relations, wage and salary administration, training, placement, health and safety, benefits and employee services. Demonstrated
proficiency in cross-cultural communications and workforce management.
SUN REFINING & MARKETING COMPANY, Ml, NJ, RI, PA
1970 to 1985
$1.6 billion diversified petroleum products corporation
Fast-track promotion through a series of increasingly responsible HR management positions

including Manager of Industrial Relations: Labor Relations Manager and Division HR
Manager. As Senior Labor Relations Specialist, responsible for 2000+ union and non-union
employees in five operating locations nationwide.
Led negotiations for two-tiered wage structures with no increases for two years. Resulted in
$300,000 in immediate cost savings, elimination of restrictive work practices and significant
improvement in seniority provisions.
EDUCATION:
BA Degree (Liberal Arts, Business & Economics), Bloomsburg State University, 1970
Continuing Professional Education in Human Resources, Management Development, Leadership,
Communications and Total Quality Management (Crosby Associates).
Resume Samples
83
JEFFREY M. ANDERSON
4325 South River Road #102
Phone/Fax: (410) 295-6547
Internet Address: janderson@nsa.org
~~
ORGANIZATIONAL DEVELOPMENT / BUSINESS DEVELOPMENT / TRAINING & DEVELOPMENT

Human Resources Professional with a unique expertise in the development of business systems, processes and
organizational infrastructures that have improved productivity, increased efficiency, enhanced quality and strengthened financial results. Outstanding record in personnel training, development and leadership. Particularly successful
in new venture start-up, international marketing and new business development. Qualifications include:
Organizational Design & Development

Strategic & Tactical Planning
Needs Assessment & Analysis
Competency & Skills Assessment
Technology Joint Ventures & Partnerships
Project Planning & Management

Executive Training & Leadership
Policy & Procedure Development
Process Design & Benchmarking
Cross-Cultural Business Relations
Extensive qualifications in the full range of HR generalist functions:

Recruitment & Selection
Labor & Employee Relations
Grievance Policies & Proceedings
Compensation & Benefits

HRIS Technologies
EEO & Diversity Management
Lived and worked in the U.S., Japan, Germany, Singapore and Indochina. Fluent Japanese (conversational and
written). Extensive public speaking experience at national conferences and symposia. Published journal author.
Member, American Management Association, ASTD, NSPI and SIETAR.
TECHNOLOGY SKILLS:
Proficient in the use of Microsoft Products (Word, Excel, Powerpoint, Project, Access), Visio, ABC Flowchart,
SAS, dBase, UNIX, Lotus 123, Wordperfect, Framemaker, PageMaker, Persuasion and others.
Director Organizational Development

NATIONAL SECURITY AGENCY, Fort Meade, Maryland
1994 to Present
Recruited to NSA as part of corporate-wide strategic initiative to reengineer the organization, implement
efficiency and cost improvements, strengthen operations/management teams, and increase competitive
positioning. Responsible for process mapping, benchmarking and a comprehensive TQM initiative.
Concurrently, provided strategic oversight for development of a total benefit, health, wellness and
compensation strategy, and to transition all HR operating units into one integrated business unit. Use
HR project as foundation to create reengineering model for all other NSA business units.
Authored RFP for a fully-integrated benefit data management system. Saved $300,000 through
in-house proposal preparation for technology that is projected to save $3 million to $5 million in
annual benefit and compensation costs.
Joined the New Business Development Division in December 1994 to identify a n d develop
international joint venture and partnership programs. Working to create opportunities and develop
marketing, business development and organizational plans.
84
JEFFREY M. ANDERSON
Senior Consultant
ANDERSON CONSULTING, Alexandria, Virginia
Page Two
1992 to 1994
Consulted with major corporate clients nationwide to provide leadership expertise in the areas of
organizational development, training and development, project management, skill and competency
assessment, and development of administrative documentation for policies and procedures. Completed
engagements in the health care, telecommunications, technology and automotive industries.
Created sophisticated technology training programs, training documentation and instructional
methods for Bell Atlantic, TCI Communications and U.S. West. Designed programs to strengthen
operating infrastructures, improve staff capabilities and facilitate productivity/efficiency gains.
Launched a n international workforce diversity training initiative for International Healthcare as part
of the corporations global expansion program.
Senior Manager
TOSHIBA NETWORK SWITCHING - Singapore and Japan
1988 to 1990
Recruited in the U.S. for a high-profile position guiding the development of business processes for the
joint venture transfer of technical R&D operations from Japan to the U.S. Created the organizational
infrastructure for a fully-integrated R&D, sales and technology support business unit. Developed
administrative documentation, operating policies and procedures, customer service a n d support
program standards, and a comprehensive training and development function.
Consulted with major U.S. corporations to evaluate their specific technology requirements and
position Toshiba for successful market launch.
Manager of Organizational Development

SIEMENS - Germany
1985 to 1988
Recruited in U. S. to join Siemens operations in Germany and develop/manage organizational process

to transition R&D operations to U S . Defined business structure, developed policies/procedures, authored
RFPs for project support, and coordinated staffing requirements to building training organization.
Spearheaded $8 million joint venture between Siemens and the University of Florida for the research
and development of computer-based training and instructional systems.
Assistant Manager Instructional Technology

AT&T CENTER FOR TECHNICAL EDUCATION, Poughkeepsie, New York
1980 to 1984
Joined the Bell Systems prestigious high-tech technology training center to facilitate development of
instructional programming for R&D hardware and software technical engineering teams. Facilitated
cross-functional technology and organizational development teams.
Developed and presented a series of telecommunications technology training programs for AT&Ts
internal technology and R&D teams. Created computer-based curricula, multi-media instructional
tools and administrative training documentation.
EDU CAT10N :
Ed.D., Organizational Development / Training & Development, Florida State University, 1992
(Doctoraldissertation published in the U. S. and Japan in 1992)
M.S., Administration, Northern Illinois University, 1980
B.S., Education, Northern Illinois University, 1977
85
Resume Samples
GAYLE M. FAYGAN
1235 Fifth Avenue South #329
(212) 535-5086
HUMAN RESOURCES EXECUTIVE

Expert in Corporate Culture Change and Perjormance Improvement
for Start-Up, Turnaround and High-Growth Organizations
Dynamic 13-year management career creating business-drivedmarket-driven HR organizations worldwide.
Recognized for innovation in creating first-time HR policies, programs and processes that have delivered strong and
sustainable results. Excellent HR generalist and employee relations qualifications.
BANK OF NEW YORK, New York, New York
1990 to Present
Human Resources Manager Singapore (1993 to Present)
Promoted and transferred to Singapore to lead the turnaround of the HR organization which was plagued
with labor charges and completely ineffective in managing HR affairs for the region. Given full responsibility for redesigning the HR infrastructure, policies, procedures and services to support 500 employees in six different operating divisions and across seven staff functions.
Scope of responsibility is diverse and includes employee and labor relations, salary and benefits
administration, payroll, succession planning, organization development, professional training, recruitment and performance management. Direct a staff of five HR professionals.
Surpassed all turnaround objectives and delivered unprecedented gains in the performance and
capabilities of the HR organization. Transitioned from administrative payroll function into a comprehensive, value-added business unit responsive to customer needs.
Achieved the highest audit rating of any HR organization in the entire corporation for 1996 (highest
in Asia for the past five years).
Won a 1995 Excalibur Award for outstanding management and leadership performance.
Manager Employee Relations (1992 to 1993)
Thirteen-month assignment directing corporate-wide employee relations for the 3200-person operating
facility. Responsible for AAP,EEOC cases, policy interpretation and implementation, and a series of
special HWorganization development projects.
Designed and directed a standardized reduction in force program (including four divestitures)
impacting 2700 employees. Achieved workforce downsizing with minimal legal claims.
Spearheaded the design, development and successful implementation of an Employee Relations
Network concept to link corporate ER with operating units and create a proactive, employee-focused
business organization.
Human Resources Division Executive Institutional Trust (1990 to 1992)

Human Resources Manager - Institutional Trust (1990)
HR Generalist for Bank of New Yorks Institutional Trust subsidiary. Promoted within six months with
responsibility for all HR functions for 700 employees in North America and Europe. Managed large
corporate downsizing, partial business unit divestiture and re-development of new HR organization.
Directed a staff of HR generalists at three operating locations.
86
GAYLE M. FAYGAN
Page Two
BANK OF NEW YORK (Continued):

Reengineered core HR processes, designed performance-based recognition system, introduced change
management initiatives, developed flexible benefit programs and consolidated compensation levels.
Piloted career mobility system that was subsequently implemented throughout Bank of New Yorks
global business structure.
Successfully managed strategic downsizing through divestiture and voluntary retirement.
SAVOY, INC. (Chase Manhattan Subsidiary), New York, New York
1989 to 1990
Human Resources Manager

Recruited a s Senior HR Executive following Savoys acquisition of a privately-held technology
company. Given responsibility for recruitment and selection, benefits, compensation, training, organization development, employee relations and HR regulatory affairs. Consulted with executive management regarding long-term manpower planning, succession design and overall strategic planning.
Created a complete HR organization and merged the disparate cultures of well-established multinational with emerging venture.
CLAIROL, INC., Stamford, Connecticut
1988
Senior Human Resources Administrator

Twelve-month assignment as HR generalist for 300-person Information Services and Customer Service
organization. Challenged to introduce improved HR policies and organization development processes
to strengthen regional workforce.
Renegotiated policies and fee structures with external recruiters and reduced annual recruitment
costs by 18%.
Designed and implemented market-focused compensation plan, new employee program and a
number of employee relations initiatives.
WHIRLPOOL CORPORATION, Benton Harbor, Michigan
1983 to 1988
Human Resources Marketing Administrator Corporate Administrative Center ( 1985 to 1988)

Human Resources Administrator - La Porte Distribution Center (1984to 1985)
Management Trainee - Human Resources (1983to 1984)
Fast-track promotion through a series of increasingly responsible HR management assignments to final
position managing HR generalist affairs for Corporate Education Center, Strategic Planning Group and
35 Customerflechnical Service Centers nationwide.
Provided HR support for mergers, acquisitions, joint ventures and corporate development initiatives.
Designed and implemented cafeteria benefits program and facilitated HR introduction into new line
of business.
Introduced transitional career pathing with UAW local, designed network recruitment strategies for
area universities, implemented targeted selection interviewing system and authored HR policy manual.
EDUCATION:
B.A., Sociology / Communications, Hanover College, Hanover, Indiana, 1983
Resume Samples
87
SARAH E. GREENE
249 Bay Street
Bayside, California 92923
Phone (714) 939-5437

(714)451-1348
Fax
EXECUTIVE PROFILE:
MANAGEMENT DEVELOPMENT / ORGANIZATION DEVELOPMENT / TRAINING
Recipient of t h e 1 9 9 3 Company of t h e Year Award for training from t h e American Society of Training
a n d Development (Orange County Chapter).
Twice nominated for t h e 1 9 9 3 a n d 1 9 9 4 Award of Excellence from holding c o m p a n y (Freedom
Communications).
CAREER PROFILE
Dynamic professional career building state-of-the-art organization d e v e l o p m e n t , m a n a g e m e n t
development a n d training processes for large corporations with operations worldwide. Partnered
human resources a n d development initiatives with all c o r e business units to c r e a t e proactive
organizations with consistent gains in productivity, performance, quality a n d service. Expert in
facilitating g r o u p s through complex problem-solving to action a n d improvement. Core competencies include:
Self-Directed Work Teams
Strategic 8. Succession Planning
Organization Needs Assessment
Seminar/Workshop Design
HR Policies 8. Procedures
Performance Management 8. Appraisal Processes

Supervisory Training 8. Communications
Private 8. Public Partnerships
Train-the-Trainer Development
Executive Training 8. Leadership
PROFESSIONALEXPERIENCE:
Training & Organization Development ConsuItant
WINDSOR-WEST b. ASSOCIATES, Bayside, California
1 9 9 5 to Present
Executive Consultant providing custom-designed training a n d organization d e v e l o p m e n t

programs to commercial, industrial, institutional a n d non-profit clients throughout t h e region.
Introduce pioneering training a n d O D processes to link human resources to operations, facilitating productivity, quality a n d service gains. Specialize in Train-the-Trainer workshops.
Manager Human Resources Training 8. Development

THE LOS ANGELES COUNTY REGISTER, Los Angeles, California
1 9 8 9 to 1 9 9 5
Senior Training 8. Development Executive for privately-owned newspaper with approximately

2600 employees. Challenged to create a n industry-leading training process to meet t h e
dynamic n e e d s of t h e organization as it downsized, reorganized a n d restructured to meet
com petitive market demands.
Pase Two
SARAH E. CREENE
THE LOS ANGELES COUNTY REGISTER (Continued):

Guided executives and managers in identifying organizational needs and performed specific
O D interventions as part ofreengineering and process improvement plans.
Conducted training needs assessments with managers and employees, and designed/
presented over 30 different seminars and worltshops.
Established training/performance improvement measurements to strengthen OD process.
Developed annual training plans and budgets to meet organizational needs, and federal and
state regulations governing sexual harassment, discrimination, substance abuse and safety.
Negotiated with consultants and colleges to coordinate in-house courses in ESL, supervision
and employee education.
Achievements:
Introduced Self-Di rected Work Teams and implemented Per for mance Management
processes, delivering up to a 50% improvement in productivity, efficiency and organization
performance.
- Customer Service - Increased quality 40% and reduced attrition from 1000/0to 15%.
- Distribution - Reduced customer complaints from 5/1000to less than 1/loo0 per month,
developed cross-training matrix for 500 employees and improved morale 52%.
- Advertising - Increased sales time is%,exceeded sales goals 10%-15%.
- Maintenance - Developed preventive program which reduced downtime 14.8%,
implemented cross-training and improved morale 34%.
- National Sales - Restructured organization while exceeding sales goals 8.6%.
- Human Resources - Dramatically expanded level of HR service throughout organization
with concurrent 30% reduction in HR staffing requirements.
Transitioned corporate culture into a learning and development environment, fostering
teamwork and high involvement employee processes resulting in substantive improvements
in performance and communications..
Increased number of internal training programs from four to more than 30 within a five-year
period with enrollment increasing by more than 100/o. Consistently received top-level course
ratings throughout tenure.
Training & Organization Development Specialist

LOS ANGELES COUNTY TRANSIT AUTHORITY, Los Angeles, California
1983 to 1988
Led the organizations human resources development function and all training programs.
Designed and implemented performance evaluation and development process, and all
related training for executives, managers and supervisors.
Audited actual performance evaluations and designed coaching techniques to improve
quality of evaluations by u p to 50%.
Developed core management and supervisory development programs.
Authored and edited internal management/supervisor newsletter to expand communication
and documentation of pertinent training and OD initiatives.
Consulted with executives and senior management teams on strategic development plans
and implementation.
Resume Samples
SARAH E. CREENE
Corporate Manager - Human Resources Development
BRONSON & STURGIS, INC., Houston, Texas
89
Page Three
1981 to 1983
Built a complete human resources training and development organization for this 45,000employee infernational engineeringand construction firm. Recruited, trained and supervised 14
training and organization development specialists providing craft and technical support,
employee training and management development programs.
Established management assessment and development program, including identification of
high potential candidates, and the corporations formal succession planning model.
Authored management development and succession plan policies and procedures for the
entire corporation. Travelled worldwide to facilitate plan implementation.
Appointed to industry committee to reform Taft-Hartley and two other labor laws to promote
open shop and right to work policies at the federal government level.
Human Resources Development Consuttant

WINDSOR-WEST 8, ASSOCIATES, Orange, California
1979 to 1981
Marketed and presented custom-designed training and development programs to corporate,

industrial and non-profit clients throughout the region.
Corporate Director of Training 8. Development

VSI CORPORATION, Pasadena, California
1977 to 1979
Led training, management development and performance appraisal programs for a 35,000employee manufacturer. Developed on -the-job t raining techniques and provided technical
training consultations.
Previous Professional Expedence as Director of Management Development & Training for Fluor
Corporation (established Human Resources Planning Center) and as Vice President of its for-profit
training and organization development subsidiary (People Growth Inc.).
TEACHING EXPERIENCE:
Instructor, Training 8. Development, University of California at lrvine
Instructor, Human Relations 8. Industrial Supervision, Mt. San Antonio College
EDUCATION:
BA, University of Missouri
Deans Honor Roll for Speech / Deita Sigma Rho (Speech Honor Society)
Certificate in Human Resources Management, University of California
American Society of Training and Development
The Association of Human Resources Professionals (PIRA)
Orange County Organization Development Network
Human Resources Independent Consultants (HRIC)
90
PAUL BOWLIN, CCP

PO.Box 7613, 1330 Oak Knoll Trail
Yakima, Washington 99512-7613
Home
Office
(509)587-7842
(509)987-3214
SENIOR HUMAN RESOURCES EXECUTIVE

HR Generalist I Labor Relations Specialist I Organizational Development Strategist
Expert in WagelBenefit Analysis & Cost Containment
Certified Compensation Professional (CCP)
Trusted management and employee confidante with expert qualifications in developing and leading comprehensive HR
organizations. Strong record of performance in productivity and performance improvement, cost reduction, technology
gains and leadership development. Enthusiastic with a positive management style.
MOUNTAIN INDUSTRIAL COMPANY, Yakima, Washington
1994 to Present
Human Resources Director & Safety Director (1996to Present)

Human Resources Director (1994to 1996)
High-profile, senior-level management position leading the entire HR organization for this 325-employee
corporation. Scope of responsibility is significant and includes all generalist HR affairs, compensation and
incentives, employee relations, labor relations, loss control and HR information systems. Delivered strong
performance results through expertise in HR leadership and organizational development.
Labor Relations Management:

Negotiated comprehensive drug testing program with IBEWIUSWA representatives in only 50 minutes.
Appointed Spokesperson for USWA and IBEW contract negotiations. Successfully managed and resolved
over 200 labor grievances and employee relations issues.
Organizational Development & Leadership:
Pioneered the introduction of a series of innovative organizational development, performance management, quality improvement, change management and leadership development programs to strengthen
workforce and enhance organizational competencies.
Designed and led succession planning, litigation avoidance, workers compensation, benefits, labor agreement, performance management, ADA and FLMA training for staff, management and union officials.
Staffing& Recruitment Management:
Directed project team in the development of ADA compliant job descriptions, recruitment and screening
programs, and hiring procedures for all levels throughout the organization (e.g., expatriate and national
management, exempt professionals and technicians, non-exempt technicians, skilled craftworkers).
Guided staffing and recruitment programs for field operations in Peru and Argentina.
Comvensation & Benefits Management:
Introduced workers compensation cost containment techniques and reduced cash flow requirements by
more than $745,000 (average of $1200 per employee per year savings). Captured medical benefit cost
savings of more than $1million (20%) over three years.
Spearheaded implementation of first managed care program, integrated claims management and first
report of injury procedures to provide enhanced quality of care throughout the organization.
Loss Control & Emvlouee Relations Management:
Created a proactive management, administration and training organization and facilitated joint effort
between company and unions to develop a safety committee focused on reducing at-risk behavior.
Educated union personnel and officials in loss control and compliance.
Managed sensitive labor and crisis communications.
Resume Samples
91
PAUL BOWLIN, CCP - Page Two

LONE STAR MINING COMPANY, Blackwater, Texas
1975 t o 1994
Employee Services Director / Human Resources Director (1991to 1994)

Industrial Relations Director / Employee Relations Director (1979 to 1991)
Environmental Director & Assistant Director - Public Affairs (1975to 1979)
Advanced through a series of increasingly responsible management positions functioning as the # 1/#2 HR
Executive for 13 consecutive years. Managed a vast portfolio of HR, employee relations, technology, operations and infrastructure development projects. Led teams of up to 20.
Labor Relations Management:

Favorably managed five major USWA contract negotiations and resolved 1100t grievances, 60 arbitration
cases and 1000 unemployment claims.
Established cooperative working relationships with union representatives and officials, virtually eliminating
all unnecessary grievances and creating common goals, objectives and performance standards.
Staffing& Recruitment Management:
Spearheaded the entire recruitment, screening and hiring process for all personnel throughout the organization, from top-level national management teams through all exempt levels to hourly craftworkers and
support personnel.
Successfully thwarted two aggressive union organizing attempts while managing salaried workforce reduction programs.
Led 64% reduction in HR staffing requirements while maintaining optimum service.
Organizational Development & Leadership:
Developed and instructed management training sessions for over 500 management, staff, union and hourly
personnel. Certified Management Development Trainer.
Introduced change management, reorganization, process improvement and productivity/performance
improvement programs.
Compensation & Benefits Management:
Redesigned compensation system to replace antiquated hourly base pay system with 15grades and a 1.5%
wage grade spread to more equitably manage payroll and employee benefit programs.
Implemented successful cost containment strategies to lower corporate expenses associated with workers
compensation, health insurance and other core benefit programs.
HR Information Svstems (HRIS) Management:
Facilitated regional implementation of $600,000 corporate-wide integrated payroll and HRIS to create a
state-of-the-art HR management and reporting environment.
EDUCATION & PROFESSIONAL DEVELOPMENT:

BS (Commerce 81 Industry),University of Texas at Austin
CORNELL UNIVERSITY
WASHINGTON EMPLOYERS COUNCIL
AMERICAN COMPENSATION ASSN.
BEHAVIOR SCIENCE TECHNOLOGY
TEXAS LAW CONFERENCE
Human Resources Executive Development Program

HR, Labor & Employee Relations Seminars
Wage & Benefit Seminars; CCP Competency Exams
Safety Analysis & Injury Prevention Program
State Workplace Issues
President, Washington Employers Group. Member, American Compensation Association.
92
LINDA S . SWAN
35 Last Desert Road
Phoenix, Arizona 78431
(602)874-4512
PROFESSIONAL SKILLS & QUALIFICATIONS:

Human Services Professional with excellent qualifications in developing and managing specialized vocational,
educational and training programs for challenging adult and youth populations. Excellent qualifications in
facilitating cooperative relationships among private and public sector service agencies to enhance the quality
and continuity of client care. Strong communications, interpersonal relations and crisis management skills.
Vocational Rehabilitation
Training Program Management
Professional Staff Training
Program Budgeting & Administration
Social Services
Placement
Counseling & Guidance
Testing & Evaluation
RELATED PROFESSIONAL EXPERIENCE:

Testing/Evaluation/Placement Consultant
V.I.P. SERVICES, Phoenix, AZ
Screened, tested and evaluated trainable mentally handicapped adults for placement in vocational training
programs. Completed two terms of employment with this organization throughout professional career.
WATSON REHABILITATION CENTER, San Antonio, TX

Designed and administered a work activity program for trainable mentally handicapped adults. Focused
program development on critical issues including daily living skills, physical exercise, social adaptation and
communication.
Developed and led physiological training programs to enhance fine and gross motor skills coordination.
Vocational Rehabilitation Consultant
ARIZONA STATE MENTAL HOSPITAL,Phoenix, AZ

Directed the start-up and subsequent management of a vocational evaluation unit to assess the training and
development potential of patients prior to discharge.
Established norms for standardized testing with a sample of 100 vocational/trade school students.
Chief Vocational Evaluator
SAN ANTONIO PUBLIC SCHOOL, San Antonio, TX

Taught mathematics, vocational education and drivers education to educable mentally handicapped and
learning disabled senior high school students.
Evaluated the cognitive, social and emotional level of special education students to develop appropriate
work study programs in the school and local community.
Designed pilot program for testing and placement of trainable mentally handicapped students in a work
adjustment environments.
Teacher
OTHER EXPERIENCE:
Fifteen-year career (1980to Present) in Supply, Materials, Equipment and Logistics Management for the U.S.
Army. Advanced to Deputy Director of Logistics for a 60,000 person organization. Acquired extensive
experience in mainframe and PC technologies. Completed assignments in the U.S., West Germany, Korea
and Marshal1 Islands. Currently serve as a Major with the United States Army Reserve.
EDUCATION:
Master of Science in Vocational Rehabilitation, UNIVERSITY OF TEXAS

Bachelor of Science in Industrial Arts, SAN ANTONIO STATE UNIVERSITY
Military Training & Education:

Supply, Logistics Management Course
Maintenance Officer Advanced Course
Internal Review and Audit Course
Maintenance Officer Basic Course
Womens Army Corps Basic Course
Resume Samples
93
JACQUES SANMIGUEL
43 North End Avenue
(847) 21 1-6471
INTERNATIONAL TRADE & IMPORT/EXPORT EXECUTIVE

Over 15 years experience in the structure and negotiation of international trade, barter and import/
export projects throughout the U.S., Europe, Russia, Far East and Middle East. Identified and capitalized upon market opportunities to profitably trade commodities, technologies, equipment and consumer
products. Pioneer in barter trade management. Extensive qualifications in new venture start-up, joint
venture and partnership negotiations, manufacturing and purchasing management. Multilingual with
extensive worldwide travel.
PIE R.F.P. ISRAEL / S.P.A., INC. USA
1987 to Present
Senior Operating Executive with this multinational corporation engaged in a diversity of independent and joint venture import/export, international trade, international business development,
marketing and manufacturing opportunities worldwide. Key business units located in Israel, The
Netherlands, Russia and the United States.
Promoted rapidly through a series of increasingly responsible international trade, operating and
business management positions. Career highlights include:
General Manager S.P.A., Inc. New York/Russia/Europe (1990 to Present)

High-profile executive management position directing international trade and import/export
programs worldwide. Collateral responsibility for strategic business planning, new business
development, international business relations, plant operations, purchasing and revenue/profit
contribution of several subsidiaries and joint ventures.
Identified, structured and negotiated international trade and import/export projects with
leading U.S. corporations in the automotive, food, textile, consumer products and childrens
products markets. Managed contracts, purchasing and all related logistics, transportation
and distribution programs.
Spearheaded development of international trade programs between U.S. and The Netherlands that generated multi-million dollars in transactions within first 18 months.
Pioneered innovative trade bartering deals between Russian metals manufacturer and
U.S. manufacturers, wholesalers and distributors (e.g., Chrysler, Magic Chef, Oleg Casini).
Negotiated a unique partnership between Russian business partners a n d a U.S.
pre-engineered steel building manufacturer for the research, development and manufacture of a large commercial facility for export and erection in St. Petersburg.
Led start-up of wood products manufacturing plant in the Ural region of Russia. Introduced Western manufacturing practices, redesigned production cycle, installed U.S.
manufactured technology, and built worldwide distribution function. Built business from
start-up to over $2.3 million in annual revenues.
Designed multi-faceted transportation and logistics program for new trade agreement
between Russian manufacturer and U.S. finished goods assembler a s business grew from
start-up to over $7.5 million in first year sales.
94
JACQUES SAN MIGUEL
Page lLvo
General Manger PIE S.P.A. South Carolina (1989 to 1990)

Senior Operating Executive with full PEL responsibility for the planning, development, staffing, training, budgeting and bottom-line financial performance of a scrap aluminium
production and distribution facility. Challenged to build and direct new ventures and deliver
strong financial results.
Negotiated lease with owners of dormant plant to re-start operations and rebuild market
presence. Recruited and trained 100+ new workers, implemented labor relations and labor
incentive programs, designed monthly and year-end management reporting systems, and
coordinated a complex domestic and international logistics program to transport product
from the U.S. and Japan.
Built revenues from start-up to over $6 million in first year sales. Generated profits margins
well above industry averages and 25% over projections.
General Manager PIE S.P.A. Israel (1987 to 1989)

Recruited to accelerate the corporations import/export, international trade, manufacturing
and construction projects throughout the international market. Spearheaded global research
and feasibility studies to identify emerging market opportunities and coordinated operating
unit start-up.
EQUIPMENT DEVELOPMENT LTD.
- Israel
1983 to 1986
E xecuti ve P r es id en t
Directed large-scale construction of metal and wood pre-engineered buildings for the Israeli
Government. Planned, staffed, budgeted and managed several million dollars in annual
construction and renovation projects. Worked with U.S. companies in design and construction of U.S. air base.
SUDANRIO LTD.
- Israel
1979 to 1983
General Manager
Managed daily business operations of a diversified import/export company. Spearheaded
several large-scale feasibility studies to investigate import/export and international trade
opportunities in the former Yugoslavia and Brazil. Collateral responsibility for leasing, development, staffing, supply, logistics and distribution operations of large food manufacturing
operation in Australia exporting products to Israel.
T. R. LAFIA LTD.
- Israel
1977 to 1979
Operations Manager
Negotiated the import of corrugated carton boxes specially manufactured in Italy for the
export of Israeli agricultural products to the U.S. and Europe. Managed a complex logistics,
transportation and distribution management function.
DEVELOPMENT & CONSTRUCTION, INC.
- Israel
1975 to 1977
Manager
Directed daily business operations for a diversified import/export and commercial construction company. Sourced and imported materials from Europe and the U.S. to support Israel
during a period of rapid economic growth and expansion.
EDUCATION:
B achelor of Science De gre e, University of Indiana, Bloomfield, Indiana, 1974
95
Resume Samples
500 Oakmont Court

St. Louis, Missouri 60000
Home (314) 300-2000
Office (314) 900-5000
INSURANCE INDUSTRY EXECUTIVE

Expertise in Marketing, Business Development & Business Management
Dynamic professional career building retail and wholesale businesses for leading insurance carriers.
Extensive qualifications in new product/new plan development, strategic and tactical marketing,
competitive market positioning, sales leadership and agent recruitment/training . Strong general
management, PGL and teambuilding qualifications.
Captured millions of dollars in increased sales and premiums
dthin highly competitive markets.
THE WHOLESALE AGENCY, St. Louis, Missouri
1989 to Present
PRESIDENT ( 1 990 to Present)

VICE PRESIDENT ( 1989 to 1990)
Acquired 50%ownership of this wholesale insurance brokerage in 1989 and the additional
50%in 1990. Operate a unique insurance firm specializing in the recruitment, training and
retention of independent agents to represent the products of major regional and national
carriers.
As President and Senior Operating Executive, hold full PEL responsibility for the planning,
development, staffing, financial affairs and production of the agency. Manage a corporate
staff of 15. In addition to agency management, provide expert consultation to general
agents nationwide relative to marketing, business development and strategic business
management.
Achievements
Delivered the strongest financial results in the history of the agency. Consistently
qualified for incentive plans with all major carriers for the past six consecutive years.
Launched a nationwide recruitment effort and built agency to over 400 general agents
and 2500 agents nationwide.
Negotiated representation agreements with major insurance carriers nationwide
including Nationwide Insurance, Aetna lnsurance Company, Provident lndemnity,
Federal Home Life and Rockingham Mutual.
Recently retained by Continental Life, recruited 100 agents within three months and
launched the successful market introduction of a specialized health insurance product.
96
KAREN M. LAWSON
Page -0
THE WHOLESALE AGENCY (Continued):
Created a portfolio of marketing, promotional and publicity materials to drive business

development via agent recruitment and field sales/marketing . Designed tabletop, video
and slide/video presentations, and marketing communications.
Appointed to the National States Product Development Task Force challenged to
identify market opportunities and drive the development of market-specific products,
plans and coverages.
Spearheaded selection and introduction of a Novel1 network to link agents nationwide.
MASS MUTUAL, St. Louis, Missouri
1983 to 1989
SALES REPRESENTATIVE
Top-producing sales associate with this diversified retail insurance brokerage. Marketed
a complete line of life and health products to individuals and small groups throughout Iowa,
Missouri and Illinois. Advanced rapidly and assumed additional responsibility as a Sales
Trainer in 1988 to provide field training and support to newly hired agents.
Achieoemenfs
Consistently exceeded annual sales goals and premium objectives. Closed 1988 and
1989 as the # 1 producer and sales club qualifier.
Independently managed the entire sales cycle, from initial client consultation, product
presentation, pricing and contract negotiation through to final sales closing. Achieved
top performance in account retention, add-on sales and growth.
Represented the life and health products of four major carriers: National States Insurance Company, Guarantee Trust Life Insurance Company, Federal Home Life and
American Integrity Insurance Company.
CIVIC & PROFESSIONAL AFFILIATIONS:

ST. LOUIS CHAMBER OF COMMERCE
Co-Founder, Partners with lndustry Program ( 1995)
Participant, National Training & Development Program (1994 to 1995)
Employer of the Year (1994)
Participant, Transitional Employment Program ( 1993 to Present)
THE SMALL BUSlNESS BOARD
Participant, Business Owner Forum (1994 to 1995)
MISSOURI NUMISMATIC SOClETY
Committee Member (1 990 to 1993)
EDUCATION:
B.A. Degree (History), Drake University, Des Moines, Iowa, 1983
Resume Samples
97
THOMAS RICHARDSON
100 South Church Road
Phone (410) 800-5000
Office (410) 500-6000
INSURANCE INDUSTRY EXECUTIVE CHAIRMAN / CEO / COO
Dynamic professional career as Chairman, CEO and COO of a high-growth division of a Fortune 500 company.
Provided the strategic, tactical and operating leadership to meet challenging start-up, turnaround and high-growth
ventures worldwide. Expert in wrap-up, retail and wholesale insurance, reinsurance and benefits consulting. Pioneer in
international business expansion and globalization.
Strong qualifications and experience in structuring and negotiating profitable joint ventures and strategic alliances in both
the insurance and entertainment industries. Effective in complex risk management programs and cross-cultural government affairs. Skilled crisis manager, negotiator and marketer. Extensive P&L experience.
INTERNATIONALIDEAS, INC.
1992 to Present
Chairman & CEO
Founded and currently direct a multi-discipline management consulting group with offices in the U.S. and
Singapore. Capitalized upon lifelong experience and contacts in the insurance industry and 17 years of
residingloperating in AsialMiddle East to build client relationships and win key consulting contracts.
Completed engagements in the insurance and entertainment industries. Highlights include:
Managed insurance bidding and award for several major wrap-ups including the $1.5 billion Caltex Refinery in Thailand, the $6 billion Boston Harbor Waste Water Treatment Facility and the $21 million China
Beef & Lamb Company in Beijing.
Retained by Bechtel Corporation to investigate and evaluate feasibility of a unique joint venture with
Chinese-based insurance company. Evaluated financial, economic and political risks to corporation.
Identifiedand capitalized upon emerging opportunities within the Far East for US. entertainment events.
Acted as General Manager responsible for booking tours, coordinating international licensing and
taxation, negotiating sites, managing logistics and directing advertising and promotions. Negotiated
joint ventures, strategic alliances and other partnerships with John Denver, Michael Jackson, Tony
Bennett, Phi1Collins, Garth Brooks and the Everly Brothers.
Appointed Chairman of American Golf Club USA, a Malaysian-based sports equipment and clothing
manufacturer seeking to penetrate U.S. market. Provided strategidtactical leadershipfor market development, negotiated licensing and trademark agreements, and coordinated U.S. registration.
Provided strategic marketingand operational leadershipto the National Back Injury Network, an on-line
network designed to expedite injury claims processing nationwide. Delivered expertise in marketing,
business development, partner development and service delivery.
1973 to 1992
MITCHELL & MITCHELL, INC.
Chairman, Director & CEO AsianIMiddle East Division (1987 to 1992)

Chairman & CEO Middle East Ltd. (1979 to 1986)
Vice President & COO - Alexander & Alexander Massachusetts (1973 to 1979)
Promoted to Vice President within three months and led the organization through a period of rapid growth
and expansion. Instrumental in the structure and successful negotiation of the largest wrap-up contract
ever ($11 billion project in Saudi Arabia with 450 contractors, 5 insurance policies and 2 sites located 1000
miles apart). Following award, promoted and transferred to Saudi to provide on-site leadership for this
project generating $20 million in fees to M&M.
THOMAS RICHARDSON
Page Two
MITCHELL & MITCHELL, INC. (Continued):

Negotiated with Saudi Arabian government to fund 100% of start-up and mobilization costs with an
advance pay contract. Provided M&M with the opportunity to enter the country with no cash outlay.
Successfully negotiated contract against eight major worldwide competitors and won renewals for two
five-year contracts.
Devoted the next seven years to establishing a full-service insurance brokerage throughout the Middle
East. Held full P&L responsibility for building the entire organizational infrastructure, establishing
strategic and tactical business plans, negotiatingjoint ventures and establishing wholly-owned subsidiaries. Established a significant and sustainable market presence throughout the region.
Built Middle Eastern region from concept into a complex business organization generating $8.5
million in annual commission fees and over $2 million in annual profits.
Promoted in 1987 to Chairman, Director and CEO of the newly-formed Asian/Middle East Division.
Challenged to continue to build Middle East while leading the turnaround of existing operations throughout
Asia and the Indian Subcontinent. As the Senior Operating Executive, held full P&L responsibility for the
strategic planning, development and leadership of the entire business organization.
Scope of responsibility was diverse and included annual business planning, financial affairs, government
relations, international tax, legal affairs, risk management, human resources, MIS technology, business
development, joint venture negotiations and executive administration. Operated autonomously with little
HQ support. Held significant decision making responsibility.
Brought Singapore regional operations from $1 million loss to breakeven within first 18 months and to
subsequent $4+ million annual operating profit on $12 million in annual commission fees. Concurrent
with turnaround, launched a massive market expansion effort throughout Asia and the Middle East,
building Division to 21 countries with 850 employees.
Established strategic alliances and joint ventures with financial institutions, commercial banks and
merchant banks in all 13 major Asian countries to close the service gap in the globalization of the M&M.
Structured, negotiated and won major contracts (including multi-million dollar wrap-ups) with large
U.S. corporations including A. Brown Boveri, Westinghouse, Aramco, Parsons and Unilever.
Member of an elite 8-person executive globalization task force challenged to transition the corporation from U.S. to international and capitalize upon emerging market opportunities worldwide.
Appointed to numerous operating and management committees throughout tenure whose missions
were to profitably build and expand specific products and markets worldwide (e.g., retail, wholesale,
reinsurance, benefits consulting). Highlights included:
Board of Directors, Mitchell & Mitchell International

Board of Directors, Mitchell & Mitchell Global Retail Company
Operations Management Committee, Mitchell & Mitchell Australia/New Zealand
Board of Advisors, Mitchell & Mitchell London
Board of Directors of 13 operating subsidiaries of Mitchell & Mitchell in Asia/Middle East
AMERICAN INSURANCE
1968 to 1976
Director Risk ManagementServices

Fast-track promotion through series of increasingly responsible assignments to final position as Director
of Risk Management Services. Led cross-functional teams in the design, engineering, implementation
and management of safety, fire prevention and security systems for corporate clients nationwide.
EDUCATION: Towson State University,Towson, Maryland
Resume Samples
99
JAMES R. PETERSON
19 Cassatt Road
Boston, Massachusetts 03851
(617) 267-4541
TECHNOLOGY INDUSTRY EXECUTIVE

President / CEO / COO / Corporate Vice President
High-profile career spearheading the development, commercialization and market launch of emerging technologies
worldwide. Combines expertise in strategic planning, P&L management, marketing and business development with
sophisticated technology skills. Extensive experience in international joint ventures, technology transfer and
commercialization, strategic alliances and other business partnerships. M.B.A. and Ph. D. degrees.
Profiled in Business Week, Fortune, Science Disest, and more than 30 other international publications.
Winner, Harvard Smithsonian Astrophysical Observatory Award (1979 to 1982)
Outstanding Scientist of the Year, Maryland Academy of Sciences (1984)
~~~~
~~~
JRP INC., Lexington, Massachusetts / Columbia, Maryland
1996 to Present
President / CEO
Re-ignited management consulting firm founded in 1988 and specializing in technology development/
commercialization, business process reengineering and other corporate development projects. Current
engagements include:
Chairman of the Board of PhotoTronics Corporation , a privately-held technology venture
developing on-line, interactive Internet photography for consumerkommercial markets. Currently
negotiating partnerships with telecommunication, Internet content providers, photofinishers, cable
stations and other broadcast media nationwide.
Technology Advisor spearheading several high-profile technology transfer and commercialization
projects from government into private sector.
Business & Financial Advisor directing investment banking negotiations for proposed LBO
transaction for emerging technology company.
POLAROID CORPORATION, Cambridge, Massachusetts
1991 to 1996
Vice President Business Development (1995to 1996)

Launched the start-up of Polaroids newest venture, based upon technology invented a s VP of
Research & Technology. Given full P&L responsibility for building the business unit, acquiring/
developing the technology and identifying market opportunities worldwide. Collateral P&L responsibility for Far East and Middle East PhotoDocumentation and Identification (ID) Card Business Development initiatives.
Created strategic business unit to penetrate the $1 billion electronic photography industry.
Negotiated 12 worldwide alliances, partnerships and joint ventures in software, telecommunications,
information processing, digital electronics and systems integration industries to build portfolio.
Appointed to Corporate Leadership Team, a multidisciplinary senior officer group including CEO,
CFO and business unit Vice Presidents driving long-term strategic and tactical planning.
Vice President Research & Technology (1991to 1995)

Senior corporate officer recruited to plan/direct a comprehensive business process redesign of Polaroids
$160 million Research & Technology Division (2000 employees in seven locations responsible
development/manufacture of silicon, GaAs and microelectronic devices; chemical engineering scale-up
plants; and engineering design/development/manufacture of products). Streamlined processes, reduced
costs and improved productivity while accelerating technology development and commercialization.
100
JAMES R. PETERSON - Page Two

Led a massive corporate culture change, restructured product development teams into P&L-based
business units, and transitioned from technology-driven to business process-driven organization.
Captured a 30%reduction in cost and time to develop technology.
Identified opportunities, structured and negotiated 10 major domestic and international technology
development joint ventures.
Downsized Central Research from 500 to 100 scientists and doubled technology outsourcing.
Influenced core business units to incorporate 70% of Polaroids existing technology investment into
their product development projects.
Znuented new, interactioe Znternet electronic photography system, won corporate

finding and promoted to lead start-up of ZmageNow strategic business unit.
NOTE:
JRP INC., Lexington, Massachusetts / Columbia, Maryland
1988 to 1991
President / CEO
Founded and directed successful management consulting firm working with public and private sector
organizations worldwide. Completed more than 20 engagements in three years.
Retained by the Republic of China (Taiwan) to facilitate development of their space, telecommunication and microelectronic technology acquisition and transfer program. Managed year-long project
with top technology and government leaders.
Assisted with $5 million initial funding for start-up software company, $10 million IPO and
subsequent merger with larger, more established technology company.
Guided product development and new business initiatives for five corporations, five universities and
three national laboratories.
DEPARTMENT OF DEFENSE, Washington, D.C.
1984 to 1988
Director Strategic Defense Initiative Organization

Challenged to create multi-million dollar technology development organization, recruit technical talent
and establish business processes to acquire and incorporate advanced technology into highly sophisticated defense systems. Led a team of 100 professionals and managed a 4-year, $1 billion budget.
Spearheaded joint venture programs with ZOO+ companies and 60 universities worldwide.
Negotiated sophisticated technology transfer agreements with the private sector and influenced
successful commercialization of over 50 new technologies.
Won several prestigious awards including 1988 Outstanding Performance Award, 1988 Mission
of the Year Award and 1987 Federal Government Top Manager Under Forty Award.
Project Scientist, NASA Goodard Space Flight Center
Adjunct Professor Physics & Astronomy, University of Maryland
EDUCATION:
Ph.D., Applied Technology, University of Maryland, 1977
M.B.A., Engineering Technology, University of Michigan, 1975
M.S., Physics, University of Michigan, 1 9 7 3
B.S., Math & Physics (High Honors), University of Michigan, 1972
Affiliations
Publications
Athletics
Board of Governors, CalTech Center for Microelectronics

Editorial Board, Photonics SDectra and R&D Magazine
Authored 50t articles in professional journals worldwide.
* Member, U.S. World Championship Kayak Team (1970)
1978 to 1984
1978 to 1984
Resume Samples
101
VICTORIA MATHESON
9832 West 45th Street
Home (212) 930-6547
Office (201) 584-7364
INFORMATION TECHNOLOGY EXECUTIVE

Expert in the design, development and delivery of cost-effective, high-performance technology solutions to meet
challenging business demands. Extensive qualifications in all facets of project lifecycle development, from initial
feasibility analysis and conceptual design through documentation, implementation, user training and enhancement.
Excellent organizational, leadership, team building and project management qualifications. Member of the Association of Information and Image Management.
FIRST FIDELITY BANCORPORATION, Newark, New Jersey
1992 to Present
Senior Project ManagerNice President Information Systems & Technology

Recruited to accelerate First Fidelitys implementation of emerging technologies and manage enterprise-wide projects for the Distributed Computing Department. Scope of responsibility has included
four major projects with total technological investment of more than $4 million:
- Document Imaging
- Mainframe COLD Application
- LAN-Based E-Mail System
- Corporate Purchasing Process (reengineering initiative)
Scope of responsibility is diverse and includes authoring and issuing RFIs and RFPs, directing the
competitive vendor selection process and producing codbenefit analyses to justify capital expenditures. Write business requirements and system specifications, and produce/manage deliverables through
formal project plans. Lead cross-functional project teams and team meetings. Supervise project
managers and technical staff.
Led projects through multi-year R&D cycle to develop application-specific systems capable of
meeting current and long-range information management requirements.
Developed ban k-wide imaging strategy and designed improved workflow processes for implementation via FileNet Document Imaging System with projected productivity gains of over 40% ($1.2
million over five years).
Led development and pilot implementation of LAN-Based E-Mail with full roll-out designed for
3000t users across six states.
CHASE MANHATTAN BANK, New York, New York
1979 to 1992
Fast-track promotion throughout 13-year career, advancing through a series of increasingly

responsible operating and information systems technology positions. Career highlights included:
Project Manager/Assistant Vice President Information Systems Development ( 1990 to 1992)

Planned, staffed, budgeted and directed software development efforts for various Automated Voice
Response projects. Led cross-functional project teams through the entire development cycle, from
initial needs assessment through specification, development, quality review and implementation.
102
VICTORIA MATHESON
Page Two
CHASE MANHATTAN BANK (Continued):

Introduced transfer functionality, electronic bill processing and a n expanded information capability
through a cooperative project effort with 12 mainframe systems development areas and representatives from Marketing, Business Operations, Data Center Operations and Business Support Units.
Senior Product SpecialistlAssistant Vice President (1989to 1990)

Spearheaded the development and implementation of new technologies, products, product enhancements and processes to expand product portfolio, increase competitive position within the market, and
accelerate Chases continued growth and expansion.
Appointed Project Manager for the implementation and launch of the national Automated Voice
Project. Authored an award-winning business specifications document integrating financial transfer
functionality with this emerging technology.
Developed operations standards and processes to support a new product offering targeted to
high-end customer niche. Created comprehensive operations plan detailing recommendations for
the establishment of several new business units throughout various divisions within the organization.
Project ManagerIAssistant Vice President (1986 to 1989)

Planned and directed the simultaneous implementation of new ATM and teller systems projects throughout
Chases New York operations. Installed 387 ATMs at 153 sites and new teller systems at 93 branch
locations for total technology investment of $23 million.
Developed project plans, assigned project team responsibilities and matrix-managed activities of
Facilities, Training, Marketing, Back Office and Area Offices to ensure timely implementation.
Represented region a t Division headquarters. Determined business requirements, established
priorities and consulted with other regions, businesses and business support groups throughout the
Chase national organization.
Organized and led regional task force responsible for coordinating internal technology training
programs for a 2500-person workforce.
Unit Manager Branch Operations Department (1984 to 1986)

Managed 35t employees in the Direct Mail, Mail Fulfillment and Sales Tracking Units. Controlled a
$380,000 annual operating budget and the production/distribution of 500,000 direct mail pieces
annually. Project Manager for all regional marketing and promotional campaigns.
Assistant Manager (1979 to 1984)
EDUCATION:
New York University - Information Systems Management (1995 to 1996)
Queens College - Biology Major (1977 to 1979)
Queensborough Community College - Biology Major (1976 to 1977)
Continuins Professional Studies in Document Imaging, Data Warehousing, COLD applications, E-Mail and
other emerging technologies.
Resume Samples
103
GEORGE D. ROBINSON
359 Main Street
Albany, New York 06548
(518) 847-6547
SENIOR TECHNOLOGY EXECUTIVE

Voice d Daa Communications/ Information Technolog~es
/ Daa Center OperaHons
Execuittve d Project Management / Client/Server / Strategic d OperationalPlanning
Dynamic, creative and results-driven Technology Executive successful in building state-of-the-art,multi-technology organizations. Pioneer in sophisticated networking, client/server and telecommunications technologies.
Energetic and decisive business leader able to merge disparate technologies and personnel into team-centered
business units. Solid technical training, team building, management development and customer service skills.
NATIONAL TESTING COMPANY, Albany, New York
1975 to Present
(Developer leading scholastic testing programs. Seven offices nationwide. Revenues of $360 million.)
Director - Communications 8. Information Processing ( 1989 to Present)

Director Technical Support ( 1980 to 1989)
Assistant Director Research 8. Development ( 1975 to 1980)
Technology Executive responsible for creating and directing a sophisticated voice, data and information technology organization. Beginning in 1975 with the introduction of mainframe systems
technology, led the organization through a series of advanced system upgrades to capitalize upon
emerging technologies and automate the entire corporation. Currently direct a staff of 123 and an
annual operating/capital budget of $25 million.
Built a state-of-the-artdata center, sophisticated client/server PC/LAN network and communications

technologies to support both NTC and client organizations nationwide. Fully accountable for overall
strategy for technology acquisition and integration, vendor selection and negotiation, technical and
usage forecasting,workload planning, project budgeting and administration,software and hardware
disaster/recovery, system software support, financial and administrative affairs, human resources,
training and support, and daily system operations. Guide management in long-range planning.
Technology Achievements:
Created a technologically-sophisticatedand operationally-soundmulti-siteinfrastructure with largescale IBM and DEC mainframes, HP, UNIX, WINDOWS, MVS/ESA and SCO Unix operating
system, voice and data communications, 50 servers supporting 3400 PC/MAC/SUN node
BANYAN/VINES ethernet based LAN, 6 videoconferencing sites, T1 backbone, frame relay, ATM,
ISDN, WEB site, lnternet service provider and an operationally centralized client/server LAN.
Integrated CMOS CPU and RAMAC storage to create a sophisticated mainframe infrastructure.
Established and directed Help Desk operations and complete systems software support function
for PCs, DB2, IDMS, TSO, ORACLE, AFP, TOTAL, ACF/VTAM/NCP, ClCS and ACFZ. Introduced
sophisticated systems security standards and controls.
Exploited multi-platform client/server technologies to lead the organization from mainframe
centric computing topology to network centric topology.
Managed an average of $6-810 million in technology acquisition and investment each year.
Quoted in Communications Week and Computer World for technological innovation. Featured as
one of five technology successstories in a Northern Telecom video production.
GEORGE D. ROBINSON
Page Two
NATIONAL TESTING COMPANY (Continued):

Financial Achievements
Delivered a 40% reduction in Data center operating costs by renegotiating disaster recovery
service contracts, reducing staffing requirements through process simplification, and evaluating
alternative support and maintenance providers.
Delivered an average of $4 million in annual labor and operating cost reductions.
Spearheaded a number of service/product line expansions that increased revenues by more than
$250,000 over the past five years.
Designed financial and statistical models for technology cost/benefit analysis.
General Management Achievements:

Negotiated contracts and managed long-term service/maintenance relationships with major
technology vendors (e.g., IBM, Bell Atlantic, SUNCARD, MCI). Captured over $400,000 in
vendor contract cost savings that contributed to overall W / o cost reduction initiative.
Pioneered innovative team building and cross-functional project management techniques to
expedite workflow, simplijl processes and reduce operating costs.
Initiated successful internal change management programs supporting technology advances,
modificationsto existingwork processes, and realignment of supervisory and management teams.
Appointed as one of three NTC technology representativesto the New JerseyState College Boards
Association. Evaluatedsystems vision and strategy for centralized technology acquisition throughout
state-operated colI eges and universities.
NOTE:
Currently directing the relocation of the corporate data center to a newly-constructed

hciliw. Fully responsible for project PAL, budgeting, contractor management, hcilities
design, space configuration, installation planning and physical relocation.
INTERNATIONAL DATA SYSTEMS, Bethpage, New York
1970 to 1975
Systems Programmer / Supervisor of Systems Implementation

Fast-track promotion to supervisory position responsible for a 14-person programming team.
EDUCATION:
M.S., Computer Science, Pratt Institute, 1970
B.S., Mathematics, State University of New York at Stony Brook, 1968
Public Speaking
Extensive public speaking experience before the American Records Management

Association, Data Processing Management Association, Communication Managers
Association and numerous private corporations.
Teaching
Adjunct Assistant Professor, Rider College

Adjunct Instructor, Mercer and Bucks County Community Colleges
Affiliations
Association for Computing Machinery

Mercer County Data Processing Advisory Committee
Technology Representative, Lawrence Township Educational Foundation
Resume Samples
105
ALLISON M. CARLSON
21 Boonsboro Road
Lynchburg, Virginia 24503
(804)300-4000
~~~
ATTORNEY / LEGAL COUNSEL

Enuironrnental Law & Environmental Justice / Corporate & Business Law
Real Estate Law / Ciuil Law I Family Law I Criminal Law
Practicing Attorney with excellent qualifications in the independent planning, management and representation of client
legal matters in District, State and Federal Courts. Expert in community outreach and legal advocacy, regulatory/
legislative affairs, legal research and documentation, and court proceedings. Extensive experience providing legal
representation to corporations, non-profit organizations and firm clients. Skilled public speaker and media liaison.
EDUCATION:
LL.M., Environmental Law, 1993
UNIVERSITY I CENTER FOR ENVIRONMENTAL LEGAL STUDIES, Lynchburg, Virginia
Activities: Research Assistant, The Energy Law Project
(Team member on demand side energy management research project and proposal for residential
conservation techniques.)
Pro Bono Counsel, Community Coalition
(Led successful legal initiatiue to oppose development of natural gas power plant impacting the
entire Lower River Valley.)
J.D., 1989
UNIVERSITY SCHOOL OF LAW, Lync hburg, Virginia
Honors:
Public Policy Fellow, Foundation (1987)

City Mayors Certificate (1987)
Activities: Founding Member, Latino-American Law Students Association
B.A., Political Science, 1985

STATE UNIVERSITY, Lynchburg, Virginia
Honors: Public Policy Fellow, Foundation (1985 to 1986)
Activities: L. I. Affirmative Action Council Certificate, Role Model for MinorityMIomen Entrepreneurs
BAR ADMISSION: State of Virginia

Attorney
PRIVATE LAW PRACTICE, Lynchburg, Virginia

September 1993 to Present
Independent Legal Counsel specializing in criminal, civil, family, real estate and environmental protection law.
Represent clients in Family, District and Supreme Court. Draft pleadings, motions, orders and legal contracts/
agreements. Provide bilingual services to Spanish-speaking litigants.
Attorney
US. ENVIRONMENTAL PROTECTION AGENCY, Washington, D.C.

Summer 1993
Participated in a diversity of environmental law and environmental justice issues impacting the construction,
operation and management of federal government and military facilities throughout the U. S. Negotiated
hazardous waste remediation actions with military installations nationwide, and assessed relevant environmental justice issues impacting local and regional communities. Evaluated nationwide research to draft and present
legislation for Congressional reauthorization of the Safe Drinking Water Act.
106
ALLISON M. CARLSON
Legal Intern
Page Two
ENVIRONMENTAL CONSERVATION, Lynchburg, Virginia

Spring 1993
Selected from a competitive group of LL.M. candidates for a four-month internship. Exposed to and provided
legal guidance relative to environmental law and environmental justice issues. Participated in compliance
conferences with potentially responsible parties under State Environmental Conservation Law and related
statutes. Drafted proposed consent orders and memoranda of law. Conducted extensive legal research and
prepared written documentation to support case proceedings and actions.
Staff Attorney
THE LEGAL AID SOCIETY, Lynchburg, Virginia

September 1990 to September 1992
Provided legal services, counseling and advocacy for plaintiffs and defendants in the Family and District
Courts. Family Court responsibilities included bench trials on quasi-criminal cases and matters involving
dependent and neglected children and children in need of supervision. Provided respondents with representation against the County (complaints, discovery, negotiation, settlement) in civil proceedings. District Court
responsibilities included calendar (arraignment pretrial and trial), law and motion, preliminary examinations
and bench trials.
Associate
LARRY LAWYER, ESQ., Lynchburg, Virginia

June 1989 to September 1990
Associate in a general practice firm with principal caseload in education and real estate law. Drafted contracts
of sale, purchase money notes and mortgages, research memoranda, pleadings and proposed legal orders.
Managed a caseload averaging ten clients per month.
Attorney Assistant
SAVINGS BANK, FSB, Lynchburg, Virginia

December 1988 to June 1989
Working under the guidance of corporate counsel, managed legal affairs impacting the operations, customer
base, administration, tax status and financial solvency of the institution. Evaluated civil and criminal motions
and briefs concerning jurisdictional, discovery, pretrial and trial matters on behalf of this regional banking
institution. Drafted Nominee Partnership Agreement to create tax exempt status for customers and reduce cost
of taxes o n every stock transfer.
Law Clerk
PRESIDING JUDGE, SUPERIOR COURT, Lync hburg, Virginia

May 1987 to September 1987
Reviewed transcripts of civil and criminal trials, analyzed points of appeal, and prepared pre- hearing
memoranda for review by the judicial bench. Revised calendar system to reduce exponentially growing
caseload for 15 County courts.
Executive Director
LA UNION HISPANICA EN COUNTY, INC., Lynchburg, Virginia

September 1981 to December 1986
Directed a team of 25 employees and volunteers providing social services to County residents. Advocated and
won funding from private and public sources to support program development, services delivery and agency
administration. Personally managed budgeting, financial reporting, community outreach and advocacy,
media relations and legislative affairs.
Resume Samples
107
Confidential Resume
TODD McGUIFtE
25 Tea Farm Road
Garden City, New York 11000
(516)700-8000
SENIOR ASSOCIATE ATTORNEY / COWORATE COUNSEL

Expert in Real Estate Law
Twelve-year career providing legal counsel and transactional expertise. Skilled negotiator, mediator and
executive advisor. Consulting Counsel to more than 100 corporations, partnerships and investor groups.
Senior Associate Attorney - Real Estate Practice

DAVIDSON, CHARLES & SMITH,LLP, New York, New York
1989 to Present
Senior Real Estate Associate of general practice law firm. Direct the real estate practice area
and staff of paralegals and support personnel. Manage sale, purchase, mortgage and lease
transactions valued from $25,000 to $10+ million on behalf of real estate purchasers,
investors, shareholders, sellers, developers, landlords and tenants.
Represent individual corporate, partnership, LLC and LP domestic and foreign sellers and
purchasers, lessors, lessees, sublessors and sublessees of commercial and residential real
property and cooperative apartments. Prepare, negotiate and review transactional and loan
documents, and commercial, retail and residential leases and subleases. Address complicated title issues including commencement and prosecution of actions to extinguish
mortgages and ancient mortgages of record. Represented ground lessees in purchase of
underlying fees.
Review, structure, negotiate and close on behalf of borrowers and lenders first and subordinate mortgage loans, and secured and unsecured libor and prime rate based lines of credit.
Draft formation documents for corporations, partnerships, limited partnerships and
limited liability companies.
Participate in the firms zoning practice including drafting and submission of applications
to and appearances before the New York City Board of Standards and Appeals and the New
York City Planning Commission.
General Counsel to cooperative apartment corporations and condominiums. Prepare, amend
and review corporate and condominium formation documents and meeting materials. Act
as corporate representative a t board of directors/ board of managers and shareholder/unit
owner meetings.
Prepare legal documents, draft No-Action Letters for the New York State Department of
Law, and serve as Transfer Agent. Represent in both litigated and non-litigated disputes
with tenant-shareholders and/or unit owners. Act as counsel in refinancing underlying
mortgages of cooperative apartment corporations.
Act as General Counsel to sponsors of cooperative and condominium offering plans. Draft
offering plans and amendments for submission to the New York State Department of Law.
108
TODD McGUIRE
- Page Two
Senior Associate Attorney - Real Estate Practice

HARRISON 8s WATSON, New York, New York
1985 to 1989
Senior Associate Attorney with a boutique real estate law firm.

Conducted all phases of cooperative, condominium and condop conversions. Drafted and
submitted to the New York State Department of Law more than 30 offering plans and 250
amendments, negotiated with tenants associations, and supervised cooperative and
condominium closings for building ranging in size from 50 to 300 units.
Drafted leases, mortgages, easements, residential and commercial real property contracts,
partnership agreements, certificates of incorporation, corporate by-laws and resolutions,
Major Capital Improvements Rent Increase Applications, and 5-51 Tax Abatement and
Exemption Applications.
Drafted and probated wills, administered estates, and provided general legal counsel to
more than 100 clients.
Legal Research Assistant - Real Estate Law

1984 to 1985
RALPH JOHNSON, DEAN OF NEW YORK UNIVERSITY SCHOOL OF LAW, Jamaica, New York
Researched and assisted in the revision of treatises, practice commentaries and textbooks in
the areas of trusts and estates, eminent domain, zoning, real property, real estate financing,
real estate brokerage, cooperative and condominium housing, and homeowner associations,
including Nichols on Eminent Domain and Powell on Real Property.
Conducted extensive legal research of local, county, state and national real estate laws, rules,
regulations and legislative addenda. Assimilated, synthesized and edited data for final
publication.
Law Clerk
JOHNSON Ck JOHNSON, ESQ.,Brooklyn, New York
Summer 1982
Four-month legal clerkship with a general practice firm. Conducted primary and secondary
legal research, filed court documents, coordinated serving process and handled general
administrative affairs.
EDUCATION:
J.D.
NEW YORK UNIVERSITY SCHOOL OF LAW, Jamaica, New York, 1985

Honors:
Moot Court Senior Bar
Phi Delta Phi Legal Fraternity
Activities:
B.A.
UNIVERSITY OF PENNSYLVANIA, Philadelphia, Pennsylvania, 1982

Major in History; Minor in Chemistry
Featured Writer 8r,Copy Editor, The Daily Pennsylvania
Activities:
Elected Member, House Committee of Hill College House
Campus Tour Guide, Office of Undergraduate Admissions
Intramural Sports - Football, Softball & Tennis
The Committee on Condominiums and Cooperatives of The New York State Bar Association
Association of the Bar of The City of New York
American Bar Association
109
Resume Samples
MARK P. WRIGHT
194 Prairie Way
Houston, Texas 77381
Home (713)295-8434
Office (713)657-9447
CAREER PROFILE:
MARITIME INDUSTRY EXECUTIVE with over 15years of progressively responsible experience building and directing integrated, vessel/ terminal/intermodal operations. Combine strong planning,
finance, sales, marketing and operating expertise with consistent achievement in improving customer
service, reducing operating costs and increasing net profitability. Extensive travel throughout Europe,
Pacific Rim, Middle East, Central & South America.
MITSUI O.S.K. (AMERICA) LINES, INC.
1995 to Present
District Manager - Houston
Recruited to plan and direct a complete reengineering of all operations in Texas, Colorado,
Oklahoma and Nebraska. Challenged to rebuild and strengthen Finance, Operations, Administration, Documentation, and Sales & Marketing affairs. Direct a staff of 24 and a $13 million annual
operating budget.
Fully accountable for weekly vessel calls in Houston (Gulf to Northern Europe service with 20,000
TEUs annually) and weekly intermodal service to both the East and West Coasts. Concurrently,
manage divisional sales office in Houston and satellite sales offices in Dallas and Denver.
Exceeded 1996 Houston sales goal by 30% to close the year at 14,000 TEUs.
Expanded and strengthened relationships with key accounts throughout the region including
Exxon, DuPont, Kodak, Coors, Hoyer and Leschaco.
Launched a complete reengineering of Customer Service and Documentation departments to
more effectively meet customer needs and improve customer retention.
HAPAG LLOYD (AMERICA),INC.
1991 to 1995
Gulf Operations Manager
Senior Manager with full decision-making responsibility for Finance, Operational, Administrative
and Documentation activities for intermodal container transportation throughout the U.S. Gulf
Region. Directed a staff of 24 and administered a $17 million annual operating budget.
Operated principally in Houston with satellite hub facilities in San Antonio, Dallas, Memphis and
New Orleans for vessels calling between the West Coast and Far East. Primary inbound customer
base included Canon, Nissan, Sharp, Tandy, Kmart and other large manufacturers; primary
outbound customer base included diverse commodities manufacturers and suppliers nationwide.
Directed the start-up of this new organization to replace Hapags previous reliance on local
agents. Built the entire business unit, recruited management personnel, staffed and set up
offices, introduced computer technology, and established operating policies and procedures.
Reduced net operating costs by $1+million by renegotiating vendor contracts, consolidating
vendor services and coordinating a complete rerouting program.
Integrated ship, rail and over-the-road transportation to build a regional intermodal network.
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MARK P. WRIGHT Page Two

NEIDERMEIR LINES (USA) CORPORATION
1988 to 1991
Director of Operations - Gulf Division
Directed the start-up and profitable management of all operations within the Gulf region to transition from agency to company managed hubs in Houston and New Orleans. All water service
included Houston to Europe and New Orleans/ Houston to South America (containerized and
break bulk freight). Controlled a $12 million annual operating budget.
Upgraded the entire business organization and established internally-managed Equipment,
Intermodal, Terminal, Maintenance and Repair operations through a seven-state region.
Appointed as the U.S. representative to the Rotterdam Task Force established to enhance
operations performance and improve worldwide market share.
BOARD OF COMMISSIONERS OF THE PORT OF NEW ORLEANS
1987 to 1988
Executive Assistant for Maritime Affairs
High-profile position as direct liaison between newly-appointed Port Director and maritime
community. Drove forward new programs, services and operations to improve relationships with
vessel operators, stevedores and other port users, and increase port trade within the highlycompetitive Gulf market.
UNITED STATES LINES, INC.
1979 to 1987
Fast-track promotion through a series of increasingly responsible positions during eight-year

tenure. Advanced from Material Specialist Trainee to Central American Terminal Manager
(Panama) within first year; from Marine & Terminal Manager (Boston) to Operations Manager
(Baltimore)within next two years. Final promotions included:
Port Manager, New Orleans, Louisiana (1985 to 1987)

Led the successful turnaround of a port operation with significant management problems and
operational inefficiencies. Reengineered and restaffed the entire operation, introduced quality
management strategies, realigned workflow, improved customer relationships and significantly
improved the entire operation.
Directed Administration, Finance, Documentation and Operations for intermodal transportation
between the East Coast and Far East, Europe, South Africa and South America. Managed a large
company-owned railyard and contracted rail operations servicing both the East and West Coasts.
Divisional Container Operations Manager, Cranford, New Jersey (1984 to 1985)
Corporate headquarters position managing a land fleet of 44,000 containers and chassis. Directed
12 regional equipment managers throughout North America and a $93 million annual budget.
Facilitated significant improvements in container operations through redesign of distribution,
transportation, handling, maintenance and repair operations.
Terminal Operations Consultant, Rio Grande, Brazil (1985)
Completed a four-month special assignment with Container Transport Technology for the Port
Authority of Brazil. Worked in cooperation with representatives from other major maritime
organizations to facilitate container terminal design and handling systems for new operations.
EDUCATION:
B.A. Degree, University of South Alabama, Mobile, Alabama, 1985
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GILBERT T. WAlNRlGHT
2942 Southern Drive
Savannah, Georgia 47652
(651) 496-8424
TRANSPORTATION INDUSTRY EXECUTIVE

Expertise in General Management and SaledMarketing Leadership
Twenty years domestic and international experience in the shipping and freight consolidation industries.
Combines expert qualifications in marketing, business development and key account management with equally
strong operating unit and P&L management qualifications.
Delivered strong operating and financial gains within highly competitive markets worldwide.
EAST LINE AMERICA, INC.
1991 to 1996
VICE PRESIDENT SALES NORTH AMERICA

Recruited as the first new executive to join the existing management team following East Lines
migration from agency to wholly-owned subsidiary. Challenged to rebuild and strengthen the
corporations sales, business development and account management organization to accelerate
growth, solidify existing customer relationships and expand into new business markets. Directed a
multinational staff of 140 sales and customer service personnel at 26 locations throughout North
America. Devised innovative sales and business development programs to expand inbound and
outbound lift from West Coast ports.
Delivered strong financial gains despite capacity constraints and dissolution of all-water
service. Increased total volume 46% and BCO Anera market share 220%.
Built key account relationships with leading importers (e.g., Nike, Reebok, LA Gear, May
Department Stores, Dollar General, Sears) and leading exporters (e.g., Sunkist, Haagen-Daaz,
Union Carbide, IBP, Montfort).
Led the start-up and managed five regional customer service departments to improve customer
satisfaction, increase retention and relieve operating teams of direct customer contact. Established policies and procedures, defined service functions and recruitedhrained a team of 42.
1970 to 1990
SEA-LAND SERVICE, INC.
General Manager Sales (1 987 to 1990)

Buyers & Shippers Enterprises, Inc. - Jacksonville, Florida
One of two senior operating executives with direct P&L for this worldwide freight consolidation
company. Directed a 16-person sales and marketing organization, a 120,000 square foot West
Coast freight consolidation facility, annual operating and capital expense budgeting, and longrange strategic planning. Executive-level responsibility for development and management of key
account relationships throughout the U.S. and Canada.
Instrumental in building volume from 25,000 to 45,000 containers (80%) from 175 customers
within three years. Revitalized and strengthened relationships with key accounts (e.g., Reebok,
Adidas, Meldisco, Avon, Kmart, The Limited, May Department Stores) to accelerate revenue
growth and improve market position.
Spearheaded start-up of ship direct programs for both U.S. and Asian operations, Asia-Europe
freight consolidation service and West Coast deconsolidation and distribution operations.
Successfully marketed ancillary product offerings including Buy-Com an innovative computer
program designed for cargo tracking and reporting.
,I
112
GILBERT T. WAlNRlGHT
Page Two
SEA-LAN D SERVICE, INC. (Continued):

Country Manager - Bangkok, Thailand (1984 to 1987)
Full P&L responsibility for Sea-Lands Thailand operations, including sales, marketing, advertising,
marine/terminal, intra-Asia pricing and U.S./Asia interport trade. Directed a staff of 35, a trucking/
stevedoring operating agent and a large foreign labor pool. Executive-level responsibility for new
business development and all international account sales.
Delivered revenue growth averaging 20% to 30% annually within a competitive market.
Maintained a highly visible position within Thailands maritime community. Appointed Chairman
of the Thailand/Pacific Freight Conference, Chairman of the American Chamber of Commerce
Transportation Committee and Secretary of the Bangkok Shippers & Agencies Association.
Launched the successful start-up of a new Sea-Land agency operation in Djakarta, Indonesia.
General Manager - Caribbean (1981 to 1984)
Senior Executive with full P&L responsibility for the leadership of Sea-Land operations throughout
the entire Caribbean region (Dominican Republic, Jamaica, Haiti, Curacao, Aruba, Trinidad and
the Leeward Islands). Responsible for strategic and tactical management of sales, marketing,
advertising, operations, marinelterminal, human resources, labor relations and administration.
Directed six agencies and two offshore corporate offices with 200+ employees (including a fiveperson expatriate management team).
Increased annual revenues to $35 million (20% gain). Achieved 400% growth in reefer revenue
production.
Launched the start-up of Dominican Republic operations as primary linehaul and feeder hub for
Central and South Caribbean to Florida operations.
Sales Manager Seoul, Korea (1978 to 1981)

Import Sales Manager - Hong Kong (1978)
International Account Manager Taipei, Taiwan (1976 to 1977)
Rapid promotion through several increasingly responsible sales management positions within the
Pacific Rim. Managed North American import and export trade, inter-Asia and Asian-Middle East
sales, marketing and advertising. Led teams of up to 20 sales professionals and personally
managed key account relationships.
Increased regional sales revenues to $30 million annually.

Early Sea-Land Career (1970 to 1976)
Promoted from Sales Representative (Philadelphia) to Account Executive (Baltimore) to Sales
Manager (Houston).
EDUCATION:
Princeton University - BA Degree, 1969

Graduate, 100+ hours of professional sales, management and leadership training.
AFFILIATIONS:
National Freight Transportation Association

Board of Directors, Friends of Princeton University Ice Hockey
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KEITH GLASSTON
119 Old Stable Road
(804) 384-4600
SENIOR OPERATIONS & MANUFACTURING EXECUTIVE

Start- Up, Turn a ro un d & High - G ro w th 0p e ra t ion s
Hands-on Operations Executive combining proven theoretical skills with expert qualifications in multisite production management. Introduced leading edge technologies, systems and processes to create
technically-advanced, cost-efficient and top-performing World Class Manufacturing operations. Strong
contributions in driving organizational change and improvement.
APICS Certified in Integrated Resource Management (CIRM), 1993
APICS Certified in Production & Inventory Management (CPIM), 1982
SURAMCO MANUFACTURING, INC., Bedford, VA
1994 to Present
($22 million, 300 employee, privately-owned and vertically integrated manufacturer of pneumatic devices for the
transportation and industrial equipment industries.)
Manager of Materials
Senior Business Unit Executive with full responsibility for strategic planning, staffing, budgeting and operations of the corporations complete materials management function. Direct 11
hourly and professional staff in production planning and scheduling, purchasing and stores.
Turn $12.5 million annually in inventory, manage a $400,000 annual operating budget and
direct $3t million in annual purchasing expenditures.
Pioneered corporations transition to World Class Manufacturing techniques. Efforts
impacted all key operating departments and business units throughout the corporation.
Designed and implemented first-ever production planning and master scheduling processes.
Results included 32% inventory reduction ($1.8 million), 13% improvement in on-time
delivery and 21% personnel reduction.
Appointed Project Team Leader facilitating the upgrade of MAPICS / IBM AS360 manufacturing and business technology.
Captured $180,000+in annual savings through series of internal design and business process
improvements. Identified and currently facilitating implementation of new programs
designed to further reduce costs while improving product quality and customer service.
INTERNATIONAL TECHNOLOGIES, INC., Orchard Park, NY & Tampa, FL

1981 to 1994
($30 million, 200 employee manufacturer of custom-designed electro-pneumatic controls and systems for the aerospace,
defense and commercial airline industries.)
Manufacturing Support Reengineering Team (1991 to 1994)
Member of management team leading the company through a complete reorganization.
Challenged to create focused factories segmented by business market in an effort to accelerate
growth and diversification, reduce operating costs and improve quality/service.
Pioneered innovative process improvements impacting all core business operations,
manufacturing departments, and administrative/support functions. Trained process improvement teams in World Class Manufacturing, team building, team leadership and problem
solving. Results included:
- five-fold reduction in WIP inventories.
- reduction of CNC machine set-up times from 4.5 hours to 20 minutes.
- reduction of throughput times from 6 weeks to 8 days.
- introduction of manufacturing cells and cross-functional project teams.
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Page Two
KEITH GLASSTON
~
Materials Manager (1990 to 1991)

Production & Inventory Control Manager (1981 to 1989)
Directed a team of 7-18 hourly and staff personnel responsible for materials planning, production scheduling, stores, shipping, receiving and government property control.
Led on-time and within-budget implementation of IBM / PICS MRP I1 system and 7-month
conversion to Digital VAX / CINCOM integrated manufacturing and costing system.
Achieved 99%+ inventory accuracy resulting in elimination of annual physical inventory.
Promoted in 1990. Assumed responsibility for procurement function in addition to previous
accountabilities. Appointed Acting Operations Manager in incumbents extended absences.
1973 to 1980
WINSMITH (Division of UMC, Inc.), Springville, NY & Gainsville, GA
($25 million, 220 employee manufacturer of rower drives for the capital equipment industry.)
Procurement & Planning Manager (1977 to 1980)
Planned, staffed, budgeted and directed all purchasing, materials management, inventory
planning and master production scheduling for two manufacturing locations.
Created and managed a centralized purchasing function for all operations to exploit volume
purchasing and discount opportunities with vendors worldwide.
Designed and implemented commodity contract establishing JIT deliveries for primary
material supply. Eliminated 900 separate purchase orders annually and reduced floor stock
inventory by $50,000.
Saved $80,000 in pattern costs through strategic negotiations with foreign casting broker.
Production & Inventory Control Manager (1974 to 1976)
Led a team of nine salaried and hourly union personnel responsible for materials planning,
production and assembly scheduling, stores, shipping and receiving.
Designed specifications for companys first-ever MRP system.
Established cycle count program which improved record accuracy to 96%.
Manufacturing & Facilities Engineer (1973 to 1974)
Project Engineer on various facility upgrades and manufacturing process improvements.
Directed building expansion featuring high bay material storage and retrieval system.
Established sub-assembly cell which increased final assembly output by 23% despite 6%
personnel reduction.
Previous Professional Experience with Chevrolet-Buffalo (Division of General Motors Corporation).
Progressed through increasingly responsible engineer and production management positions.
EDUCATION: 18 Credits Towards Masters of Manufacturing Management, General Motors Institute

B.S., Mechanical Engineering (Electrical Option), General Motors Institute
American Production & Inventory Control Society (APICS)
Publications and APICS Conference Presentations (1982, 1984, 1987, 1991)
Materials Management & Operations Management Course Instructor, State University of New
York, Erie Community College, Virginia Western Community College (1986 to Present)
Buffalo Chapter Education Committee (1984 to 1994)
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ROBERT W. L E N S
1093 St. Andrews Lane
Cleveland, Ohio 44052
Home
Office
(513) 578-5735
(513) 543-1169
CAREER PROFILE
Director of Operations / Director of Manufacturing / Plant & Production Manager
Start-up, Turnaround, High-Growth 3 Multinational Operations
Top-Performing Business Manager with direct P&L responsibility for multi-site manufacturing, assembly and
distribution operations. Delivered strong revenue and profit gains, multi-million dollar cost reductions and
sustainable yield improvements. Expert in state-of-the-art manufacturing technologies and processes.
THE DIAL CORPORATION,Cincinnati, Ohio
1995 to Present
Manufacturing Manager - Household Division

(Dials fastest growing segment uJith$450 million i n revenues)
Senior Manufacturing Director and Dials only on-site management representative for five
contract manufacturing facilities in Ohio, Illinois and Massachusetts. Hold full responsibility for
the planning and management of all Dial business operations (e.g., inventory, materials, manufacturing, quality, logistics, packaging, distribution) for the Softsoap business line and for the administration of Dial/co-packer partnership contracts.
Delivered 3.5%growth within a mature and highly competitive business market.
Led integration of two new products into manufacturing operations, generating $7.5 million in
new revenues within first year and poised for national launch into KMart and Wal-Mart. Facilitated product transition from Dials product engineering teams into specific production,
assembly and packaging operations in a tight, 16-week cycle.
Spearheaded introduction of a series of continuous improvement initiatives that consistently
strengthened productivity, product quality and customer satisfaction,
STORAGE SYSTEMS COMPANY, Cincinnati, Ohio
1994 to 1995
Business Unit Manager

Recruited by CEO to launch the start-up of a new business unit for this $5 million privately-owned
distributor of material storage devices. Challenged to build new operation and establish market
presence for introduction of ergonomically-designed material handling and logistics equipment.
Successfully completed one-year contract. Brought business from initial planning through startup and market launch. Negotiated preliminary relationships with manufacturers, assemblers
and distributors throughout region and positioned company for strong market performance.
CAVU DISTRIBUTING, INC., Cincinnati, Ohio
1992 to 1994
Partner
Challenged to launch an entrepreneurial venture and capitalize upon core competencies in operations and distribution management. In cooperation with two other principals, directed start-up
and initial management of new beverage distribution company.
Transitioned company from concept through start-up to full-scale operations. Created all
operating, business, financial, sales and service programs. Closed 100 accounts in first 60 days.
Negotiated company sale to primary supplier and facilitated management transition.
116
ROBERT W. LEWIS - Page Two

REDKEN LABORATORIES, INC., Cincinnati, Ohio
1985 to 1992
Director of Manufacturing/ General Manager of Eastern Operations

Senior Operating Executive (on-site) directing a sophisticated hair care products manufacturing
and distribution facility. Held full P&L responsibility for the business unit. Directed a team of
nine exempt and 100 non-exempt, non-union employees. Controlled assets valued in excess of $15
million. Administered $4 million in annual operating and capital budgets. Guided the annual
strategic planning process.
Scope of responsibility was diverse and incIuded materials planning, inventory, component
manufacturing, process batch operations, industrial engineering, plant engineering, packaging,
distribution, freight control, customer service, human resources, quality assurance and an aggressive continuous process improvement program.
Produced 40 million units annually at 99.5%acceptance rate and 98% customer order accuracy.
Led a $7 million construction program to expand facility from 35,000 to 150,000 sq. ft.
Delivered over 35% ROI through implementation of vertical integration projects and bulk
material purchasing programs.
Appointed to numerous corporate task forces spearheading market integration programs, U.S./
international manufacturing analysis, bar coding technology implementation and distribution
network consolidation. Efforts improved ROI to 40%.
Saved $75,000 annually in material costs through empIoyee-driven scrap reduction program.
AVON PRODUCTS, INC., Cincinnati, Ohio & New York, New York
1977 to 1985
Operations Manager (1984 to 1985)

Group Manager (1981 to 1984)
Packaging Manager (1980 to 1981)
Section Manager (1977 to 1980)
Fast-track promotion through a series of increasingly responsible operating and production
management positions with the worlds largest cosmetics company. As Operations Manager,
directed a staff of 50 exempt and 550 non-exempt, non-union employees in the operation of a stateof-the-art, 1.3 million sq. ft. manufacturing complex (60 different production lines).
Delivered strong and sustainable operating gains:
- 20% reduction in cost of non-conformance through Crosby quality programs.
- 15%reduction in undistributed labor costs for a 300-employee direct labor workforce.
- 5%reduction in indirect labor costs through internal industrial engineering techniques.
- 18%improvement in equipment reliability.
As Group Manager for Manufacturing Operations (corporate HQ position), served as corporate

liaison between manufacturing, marketing, new product development and product cost. Guided
U.S. and international operating locations in industrial engineering, equipment design, methods
improvement, TQM and financial control.
Captured over $1million in operating cost reductions.
JOSEPH E. SEAGRAMS & SONS, Lawrenceburg, Indiana
1974 to 1977
Maintenance Supervisor for multi-million dollar bottling operation.
EDUCATION: PURDUE UNIVERSITY, Lafayette, Indiana

B.S., Industrial Management, 1974
Continuing Education in Leadership, Communications and Management Decision Making.
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117
CHARLES H. TAYLOR
946 Cedar Court
Cary, North Carolina 27253
(910) 278-6547
SENIOR OPERATING, MANUFACTURING & MANAGEMENT EXECUTIVE

Delivered strong operating a n d financial results in challenging start-up, turnaround a n d high-growth operations
through expertise in:
Strategic Business 8. Market Planning

Quality S Performance Improvement
Cost Reduction & Revenue Cdin
Customer Relationship Management
Production Processes 8. Standards
Mu1ti- Site Manufacturing Operations

Technology 8. Engineering
Product Rationalization S Diversification
Purchasing 8. Materials Management
Contract Negotiations
WIP SYSTEMS, Raleigh, North Carolina
1988 to Present
($3.5billion electronics technotommanuhcturer with 20 plants woridwide)
Vice President / Plant Manager, Raleigh, North Carolina (1994to Present)

Senior Operating Executive with full P8.L responsibility for a 140,OOO sq. ft. contract manufacturing
facility with 400 employees and revenues of more than $120 million annually. Challenged to plan
a n d direct t h e turnaround a n d return to profitability of t h e operation. Lead a six-person management
team responsible for operations, manufacturing engineering, materials, quality, technical programs,
human resources, finance a n d marketing.
Achieved/surpassed all turnaround objectives a n d returned t h e operation to profitability within
less than 12 months. Delivered strong a n d sustainable operating gains:
- 70% improvement in operating efficiency.
- 250?/0reduction in cycle times.
- 75% increase in product quality.
- 1 W / o on-time customer delivery.
Launched regional market expansion to penetrate emerging customer markets a n d achieve
product diversification. Increased sales revenues from $80 million to $120 million (30% growth).
Identified, negotiated a n d closed two major n e w contracts (Fortune 500 technology OEMs).
Restored credibility with o n e customer generating over $30 million in revenues to WIP. Resolved
long-standing quality and delivery issues, implemented key account management strategy a n d
revitalized business relationship.
Achieved I S 0 9002 a n d QSWOO quality certifications.
Plant Manager, Rochester, New York (1988to 1994)

Recruited to WIP to direct t h e operating turnaround of a start-up contract manufacturing facility
established through a strategic business partnership with IBM. Scope of responsibility included all
planning, operating, staffing, budgeting, technology a n d customer management programs for a
150,000 sq. ft. manufacturing facility with 550 employees. Challenged to rebuild t h e manufacturing
function a n d restore credibility with IBM.
Achieved successful turnaround within first year a n d positioned for long-term g r o w t h .
Increased sales by 35% and profit contributions by 20%.
Delivered significant improvements in quality, productivity, cycle time a n d cost control through
implementation of advanced operating processes, on-time delivery a n d quality standards.
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CHARLES H. TAnOR
Pxe Two
AMERICAN DEFENSE SYSTEMS, Pittsburgh, Pennsylvania
1986 to 1988
Full P8.L responsibility for a 100,OOO sq. ft. manufacturing facility with 400 employees a n d revenues
of $65+ million. Developed operational strategies to improve productivity, efficiency, quality a n d
delivery of sophisticated electronics technology. Directed manufacturing, quality assurance, test,
material/production control, purchasing, manufacturing/plant engineering a n d industrial relations.
Captured a n average 10%reduction in annual material and labor costs to accelerate profit growth
while maintaining constant sales pricing.
Directed a $5 million technology investment to automate production line, implemented MRP II
system, a n d drove forward several other critical technology installations.
Achieved 1W/O
on-time customer delivery a n d restored customer confidence.
1982 to 1 9 8 6
MEDICAL DIAGNOSTIC INSTRUMENTS, Nashua, New Hampshire
Vice President / Co-Founder

General Manager of start-up medical instrument company funded through private investor financing
a n d structured as a limited partnership. Designed business development, marketing a n d operating
systems to transition from RSD to full-scale manufacturing. Created budget a n d performance
objectives, directed implementation of accounting and inventory control systems, a n d created t h e
entire operating a n d technical support infrastructures.
Directed clinical trials at 15 hospitals and health care facilities nationwide to position company for
full-scale market launch with five year projections at $25+ million.
Recruited a n d led a highly creative technical staff toward t h e timely design completion of
complex medical equipment a n d technology.
SMITHKLINE INSTRUMENTS, Boston, Massachusetts
1980 to 1982
Directed operations of a 225-employee ultrasonic scanning equipment manufacturer. Planned, staffed,
budgeted a n d managed production, system test, product assurance, material/production control,
purchasing, manufacturing engineering, plant engineering and field sen/ice/technical support.
Delivered annual operating cost reductions averaging 20%+ to accelerate profit gains.
* Installed disciplined manufacturing processes a n d stringent quality controls to standardize
production methods, increase manufacturing output a n d improve product reliability.
MICRO-CONDUCTOR CORPORATION, Morristown, New Jersey
1972 to 1980
Manufacturing Manager
P8.L responsibility for high-volume, 1 75-employee microwave amplifier/component manufacturer.
Launched successful start-up of off-shore microwave component manufacturing facility.
Previous Professional Experience: Fast-track promotion through a series of manufacturing, engineering

a n d operations management positions with Loclcheed Electronics, RCA a n d Kearfott/Singer.
EDUCATION:
PUBLICATIONS:
M.S., Management Science, Stevens Institute of Technology

B.S., Industrial Engineering, Fairleigh Diclcinson University
CO-Author, Computer Aided Design ofHybrid Microcircuits, National Electronic

Packaging Conference.
Author, 5ubtle Aspects ofMicro-Pdckaging, Product Assurance Conference.
MILITARY SERVICE:
Two-year tour of duty with t h e U.S. Navy.
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WAYNE FARRELL
34952 North Wind Drive
Topeka, Kansas 65229
(913)528-2494
MANUFACTURING MANAGER / OPERATIONS MANAGER / PLANT MANAGER

Start-Up, Turnaround, Fast-Track Growth & Multinational Corporations
Results-driven Operating Executive with 15+ years management experience. Strong general management
qualifications in strategic planning, manufacturing, fabrication and assembly, production scheduling and
control, inventory/ materials management, project management, warehousing, distribution, budgeting/
finance, human resource affairs and capital improvement. Pioneer in MRP, TQM, SPC and other
productivity/ performance improvement initiatives.
Reduced manufacturing costs by more than $4.5 million while increasing

operating profits in excess of $4.6 million.
1001 PRODUCTS, INC., Topeka, Kansas
($27 million multi-product manufacturer and distributor)
1993 to 1997
PLANT MANAGER
Senior Operating Executive with full P&L responsibility for the strategic planning, development,
operating management and turnaround of this 300-employee manufacturing organization.
Established procedures, developed business plans and managed all production operations/
control, scheduling, quality, testing, shipping/receiving, materials, inventory, staffing and
financial reporting.
Introduced a series of productivity improvement, process reengineering, cost reduction and
performance management programs that consistently improved production output, product
quality and customer satisfaction. Innovated unique solutions to complex operating problems.
Returned the company to profitability within first four months of hire. Increased operating
profit to over $1.6 million.
Realigned staffing patterns, restructured production scheduling, introduced improved
materials planning procedures, and reduced indirect labor costs by $ 3 8 0 , 0 0 0 .
Reduced scrap by 2.5% weekly for a n annual cost savings of $ 1 8 7 , 0 0 0 .
Improved on-time delivery from 67%to 95% and restored customer confidence.
ARCHITECTURAL PRODUCTS CORPORATION, York, Pennsylvania

($40 million manufacturer of commercial products and components)
1988 to 1993
PROJECT MANAGER (1992 to 1993)

Promoted by President to a special assignment targeting the collection of past due receivables
that had been outstanding for three to five years. Managed complex communications and
negotiations with customers nationwide, and coordinated with attorneys for cases in litigation.
Closed contracts on 35 openprojects and recovered $6 million in cash to the corporation.
PLANT MANAGER ( 1990 to 1992)

Full P&L responsibility for a 350-employee production operation, multi-million dollar annual
operating budget, all capital expenditures, and a n aggressive productivity, quality a n d
performance improvement initiative.
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WAYNE FARRELL Page T w o

ARCHITECTURAL PRODUCTS CORPORATION (Continued):
Led successful turnaround from $200,00O/month in losses to $200,00O/month in profits.
Delivered full year profit contribution of $985,000.
Decreased direct labor costs from 14.5%of total expenditures to 12.5% through realignment of staffing, training and production scheduling programs.
Orchestrated a dramatic consolidation and reduction in workforce in 1992.
SUPPORT PRODUCTION MANAGER (1988 to 1989)

Directed materials support for a n 8-line, 400-employee operation. Responsible for receiving, raw
materials processing, fabrication, paint operations, inventory control and warehousing.
Managed 187 employees.
Consolidated two shift operation into one which reduced labor costs by $1.3 million
annually while sales revenues grew by $2.9 million over the previous year.
Increased productivity to 103% while reducing lost time accidents by 52%.
Reduced turnover to 1.19% annually, absenteeism to 3.1%, operating budgets by $331,000
and fabrication scrap by 40,000 pounds.
Designed a completely new inventory control system, attained 98.2% accuracy a n d
eliminated need for annual physical inventory.
KRESTMARK INDUSTRIES, Lewisville, Texas

($23 millionfinished products manufacturer and distributor)
1983 to 1987
PLANT MANAGER (1985 to 1987)

PRODUCTION MANAGER (1983 to 1985)
Full operating management responsibility for a 325-employee, high-volume production
operation with 10-day lead time. Managed production planning and scheduling, materials
management, inventory, manufacturing, assembly, test and packaging.
Built production output to 2500 units/day to meet increased customer demand.
KAISER CORPORATION, Ch almette, Louisiana

1973 to 1985
(Largest U.S.aluminum manufacturer with $400 million in sales and 2600 employees)
PRODUCTION MANAGER - Louisiana
Promoted to Louisiana plant to facilitate a complete turnaround and return to profitability.
Directed operations for 160 production cells with four supervisors and 60+ hourly personnel.
Restructured the entire production operation and transitioned from $200,00O/month loss to
$200,00O/month profit within two months. Improved annual profitability by $2 million.
PRODUCTION MANAGER - Washington

Fast-track promotion throughout a series of increasingly responsible plant operations,
supervisory and management positions during 10-year career.
0
Achieved record production and safety levels, won four corporate awards for performance
improvement, and cut lost time accident costs by $1.3 million annually.
EDUCATION:
Business Administration
LOUISIANA STATE UNIVERSITY / SOUTHEASTERN LOUISIANA UNIVERSITY
Continuing ProfessionaZ Training in General Management, Management By
0bjectives, Communications, Computer Technology and Performance Management.
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WILLIAM B. GRANGER
987 South Boston Street
Stamford, Connecticut 09 134
(203) 647- 1673
MARKETING / BUSINESS DEVELOPMENT / PRODUCT DEVELOPMENT EXECUTIVE

Expert in Competitively Positioning Products & Technologies Worldwide
Dynamic management career building and leading corporations through fast-track growth and
global market expansion. Consistently successful in identifying and capitalizing upon market
opportunities to drive revenue growth, expand market penetration and win dominant market share.
Pioneer in strategic alliances, business partnerships and global distribution networks.
Equally strong qualifications in general management, organizational development, multi-site
operations, R&D, corporate finance and human resource affairs. Dynamic leadership, team building
and public speaking skills. MBA degree.
PANTAK, INC., Stamford, Connecticut
1992 to Present
($15MM manufacturer of x-ray systems and technologyfor the health care & manufacturing industries)
Vice President / General Manager
Member of a 4-person executive team directing the financing and successful acquisition
of a division of Pantak. Led the organization through the critical phases of reengineering
and realignment to position as an independent corporation. Full strategic and management responsibility for operations, P&L, cash flow, technical and R&D activities, product
development and global sales/marketing.
Built business from less than $1MM to over $15MM in revenue on initial $1MM investment. Authored business plan to acquire start-up funding and subsequently arranged
second $1 MM round of financing with a major regional bank.
Created an operating unit that delivered factory margins of 47% with 12% NPBT cash
contribution. Pioneered introduction of leading edge MRP, quality, productivity and
performance management systems.
Accelerated the companys penetration throughout worldwide markets and built international revenues to 5O0/1 of total sales. Created market-specific, direct and indirect
distribution networks and private label strategles to penetrate high-growth and emergmg
business worldwide.
Negotiated complex licensing agreements with the FDA to market medical products in
the U.S. Subsequently, expanded contracts to other export markets, including
Eastern Europe and third world nations.
Established Pantak as a leading worldwide supplier to the medical market. Currently
ranked #1 in new product placements.
1988 to 1992
($30MMprovider of large scale systems integration,facilities management, and business and information
management consulting services)
NYNEX COMPUTER SYSTEMS, White Plains, New York

Recruited to this newly-formed, wholly-owned Nynex subsidiary to lead the company
from start-up into a global systems consulting and integration firm. Given full autonomy
for building the operating and business infrastructure, establishing strategic and tactical
marketing plans, driving technology development and building a competitive presence.
122
100 Winnina Resumes for $100,000+Jobs
WILLIAM B. GRANGER
- Page Tuto
NYNEX COMPUTER SYSTEMS (Continued):

Authored corporate business plan and won funding of $12MM to launch start-up.
Over the next four years, built business at a rate of 30% with 8%+ profit margin.
Recruited team of 120 business consultants, software/ hardware engineers, computer
programmers and telecommunications analysts to manage client engagements.
Personally handled complex and high-profile customer relationships worldwide.
Negotiated strategic alliances with major system manufacturers including IBM,
Digital, Novell, Microsoft, Apple and others.
Led the identification, justification, negotiation and acquisition of two high-tech
companies and the rights to several key technologies to expand entry into new, highgrowth business markets. Executed over $8MM in transactions.
Project Highlights & Achievements:
Negotiated $12MM competitive contract for hardware, software and network systems
design/implementation for several major metro airports.
Completed $5MM contract for development of multi-kiosk interactive public access
systems that delivered 18% profit margin to Nynex.
Led several large-scale business reengineering and systems development /integration
projects that captured a n average 25% reduction in operating costs through process
redesign and advanced automation.
Directed design and implementation of a high-tech, interactive learning center for the
Ellis Island Project. Honored with the Smithsonian Institute Humanitarian Award in
1992 for deployment of sophisticated technology to advance humanitarian needs.
CRYSTAL TECHNOLOGIES, INC., Syracuse, New York
($1OMM supplier of leading edge, PC-driven executive workstations)
1986 to 1988

Recruited to provide the strategic and operational leadership to build this start-up
company and position it as a viable competitor worldwide. Challenged to create a global
sales and marketing organization, identify/capture business opportunities and build the
entire operating infrastructure. Full P&L responsibility.
Authored business plan, marketing plan and financial documentation critical in
securing $12MM of venture capital equity investment to fund start-up and technology
development.
Transitioned business from concept into $10MM in revenues in two years. Built a
worldwide distribution network to accelerate market penetration.
Structured and negotiated $18MM in offshore manufacturing contracts and directed
product development, manufacturing, packaging and distribution functions.
Negotiated private label agreement with Olivetti that demonstrated significant revenue
and market potential, and subsequently evolved into Olivettis acquisition of Crystal
Technologies.
PITNEY-BOWES, INC., Stamford, Connecticut
($2Bmailing and business equipment manufacturer)
1969 to 1986
Fast-track promotion throughout 1 7-year management career. Delivered strong and

sustainable revenue, market and profit gains through expertise in new business development, new product launch and market expansion. Earned distinguished awards including:
Pitney-Bowes Walter H. Wheeler Award (Employee of the Year)
Pitney-Bowes Outstanding Performance Awards
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123
WILLIAM B. GRANGER
- Page Three
PITNEY-BOWES, INC. (Continued):

Director, Marketing & Product Development (1984 to 1986)
Senior Operating Executive with full P&L responsibility for $325MM international
business unit with a staff of 20 professionals and a $23MM annual operating budget.
Complete strategic and tactical leadership of all product development , marketing and
business development initiatives.
Captured 18% increase in sales through realignment of global market distribution.
Developed/launched 12 products delivering 15% sales increase and 30% profit gain.
Increased aggregate profit from 4% to 9% and market share by 20%.
Identified global market opportunities to expand product portfolio a n d market
penetration, and negotiated multi-million dollar, multi-national OEM contracts to
acquire new technology and products. Resulted in a 7% increase in new product ROI.
Business Unit Director (1982 to 1984)
Direct P&L responsibility for line management of a combined domestic shipping systems
and international postal systems business unit with revenues of $200MM and an $18MM
operating budget.
Built worldwide Postal Systems business unit. Achieved 25% revenue increase and
30% profit growth in first year.
Increased Shipping Systems market share from 2% to 55%.
Negotiated and closed two major contracts for a total of $18MM in new business.
Structured/negotiated successful OEM strategy which reduced annual operating costs
by $3MM.
Director, New Business/Venture Development (1980 to 1982)
Spearheaded the companys successful entry into the worldwide business and mailing
automation markets. Developed strategic business and marketing plans, negotiated worldwide product rights, executed technology acquisitions, and pioneered global distribution
strategies.
Promoted rapidly through a series of increasingly responsible MIS management positions
during early professional career with Pitney-Bowes (1969 to 1980). Advanced to Director
of Corporate MIS 8s Telecommunications.
Prior to Pitney-Bowes, Senior Programmer Analyst with Sikorsky Aircraft ( 1967 to 1969).
EDUCATION:
MBA, University of New Haven, 1972
BS (Marketing & Computer Science), Quinnipiac College, 1966
Graduate, Pitney Bowes Executive & Advanced Management Programs
124
BRUCE GROSSMAN
3847 Outback Way
Dallas, Texas 83494-9713
(815) 834-9716
CORPORATE MARKETING & BUSINESS DEVELOPMENT EXECUTIVE

Expertise in Technology Development, Commercialization G, Global Market Expansion
Dynamic management career leading start-up, turnaround and high-growth organizations through
explosive market growth and unprecedented profitability. Combines extensive hands-on technical
qualifications with consistent success in identifying opportunities for product launch, market penetration
and accelerated growth. Strong general management, P&L management and HR leadership successes.
MBA Degree.
SOLVAY AMERICA, INC., Dallas, Texas
1983to Present
(U.S. Division of Solvay S.A., Brussels, Belgium)
Solvay Enzymes, Inc., Indianapolis, Indiana

Vice President International Business Development (1995 to Present)
Following an 11-year career with Solvay America, joined the Belgium parent corporation in
April 1995 to spearhead development of a global marketing and business development
initiative for the $loo+ million Enzymes Division. Challenged to design strategy and
implement systems/ processes to create an integrated worldwide marketing function as part
of the business groups aggressive turnaround program. Provide strategic and tactical
marketing leadership to Group Presidents in North America, Germany, Australia, Argentina
and the Far East.
Positioned the Division to achieve its first profitable year since 1991. Currently projecting
revenue growth of 20% in 1997.
Launched a massive effort to globaltze product development and commercialization throughout the R&D organization.
Structured and negotiated cooperative ventures between Solvay operating divisions and
product lines to leverage worldwide marketing capabilities.
Investigated and managed preliminary negotiations for proposed joint venture in the PRC.
Solvay Interox, Dallas, Texas
Vice President Marketing (1989 to 1995)
Vice President - Hydrogen Peroxide (1987 to 1989)
Marketing Director (1986 to 1987)
Technical Manager (1984 to 1986)
National Accounts Manager (1983 to 1984)
Recruited to Solvay Americas Interox Division in 1983. During the next 11 years, built a global
marketing organization that led the Division from revenues of less than $20 million to 1995
volume of $120+ million. Recruited and developed a talented team of marketing professionals
that now serve as Solvay Interoxs core marketing management team.
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125
BRUCE GROSSMAN
Page Two
SOLVAY AMERICA, INC. (Continued):

Established the initial marketing function, all long-range strategic and short-term tactical
marketing plans, a comprehensive market research function, and a complete marketing
communications program.
RESULT: Delivered 100%revenue growth within two years.
Promoted to Vice President in 1987. Developed value-based strategy to transition
Division from commodity basis to product functionality to accelerate applications development and market expansion. Full marketing, technology development and technical
service responsibility for the largest business group (Hydrogen Peroxide).
RESULT: Increased annual revenues by more than 50% through a combined program of
product development, applications development and market development.
Promoted to Vice President of Marketing in 1989 with full P&L responsibility for Solvay
Interoxs entire marketing, field sales, technology and applications development, technical
service and product distribution functions. Led a professional team of 50+, a $9 million
annual operating budget and the entire North American field sales organization.
RESULT: Built Division revenues from $45 million to $120 million annually, achieved
#1 market position in North America, and surpassed all profit goals for six
consecutive years. Implemented customer focus strategy to drive applications/
technology development.
HOOKER CHEMICALS & PLASTICS CORP., Niagara Falls, New York
1972 to 1983
(Currently Occidentul Chemical Covoration)
Fast-track promotion through a series of increasingly responsible research, commercial development, sales
and marketing positions. Career highlights included:
Marketing Manager - Chlorine & Caustic Soda (1982 to 1983)
Senior Marketing Executive for commodity chemicals throughout the North American
market. Direct P&L responsibility for annual sales of $100 million.
Sales Manager - Technology Licensing (1979 to 1982)
Chief Technology Licensing Manager with global responsibility for technology and
equipment marketing, licensing and contractual agreements. Operated worldwide.
Negotiated, closed and directed projects valued up to $30 million each.
Project Manager - Technology Licensing (1976 to 1979)
Directed large-scale chemical plant construction projects that embodied licensed technology.
Completed over $200 million in projects in the U.S., Europe, Asia and Latin America.
EDUCATION:
MBA, State University of New York at Buffalo, 1975

BS / Chemical Engineering, Syracuse University, 1972
PATENTS:
U.S. Patent No. 4,985,267 - Versatile Process for Generating Chloric Acid
U.S. Patent No. 4,854,753 - Removal of Chlorate Electrolytes From Cells
100 Winning R e s u m e s for $100,000+Jobs
126
GARY R. JORDAN
547 Southbend
Queens, New York 19734
(212) 967-6984
_ _ _ _ ~
~~
SENIOR MARKETING & BUSINESS DEVELOPMENT EXECUTIVE

NationsBank, MM Mars, Hershey
Dynamic management career spearheading successful marketing and business development programs
nationwide. Combines expertise in strategic market planning, organizational leadership and project
management with strong qualifications in campaign design, new product/service development and
market launch. Participative leadership style with excellent skills in cross-functional team building,
quality performance and productivity improvement.
Delivered the stratefies and tactical development plans that drove
millions of dollars in revenue and profit growth.
Corporate Marketing Consultant
THE CONSULTING GROUP, Queens, New York
1992 to Present
Executive Marketing Advisor to corporate clients in the publishing, health care and dairy
industries throughout New York and Connecticut.
New England Dairy. Long-term consulting assignment developing objectives, strategies

and tactics to expand market penetration of specialty product. Contributed to solid 15%
annual growth to over $70 million annually. Concurrent responsibility for advising
CEO on product and company acquisitions. Reviewed more than 25 potential
opportunities and currently in final due diligence review with several.
Putura Medical Publishing. Defined marketing objectives, evaluated existing programs,
and developed a series of targeted promotions and direct mail marketing campaigns.
Vice President / Marketing Director
NATIONSBANK, New York, New York
1977 to 1992
Spearheaded Nationsbanks successful and profitable entry into the nationwide Bankcard
Insurance market to capitalize upon emerging market opportunity and exploit core competencies. Created innovative marketing programs targeted to key consumer markets throughout the U.S. and established Nationsbank as a major player within the industry.
Transitioned business unit from concept into a full-scale marketing and
business development organization that grew to 8 100 million in annual
volume within eight years.
Built the entire marketing infrastructure, defined short-term marketing goals and long-term
market development plans, and created high-profile, market-specific business development
initiatives. Provided a decisive course of action to accelerate revenue/market growth. Recognized by corporate executives for expertise in market plan development, management and
goal attainment.
R e s u m e Samples
127
Page W O
GARY R. JORDAN
NATIONSBANK (Continued):
Conceived, developed, tested and introduced more than 20 new products and services to
expedite market penetration, create strong revenue and profit streams, and gain a
competitive market advantage.
- Credit Insurance Product. $100 million in revenue in eight years.

- Established Insurance Products. 20% annual growth.
- Basic Life/Health Insurance Products. $1 million in two years.
- Buy By Mail Savings Products. $500,000 in revenue in two years.
- Airflight Insurance Product. Projected a s second largest insurance revenue producer in
Nationsbanks past 10 years.
Revitalized Nationsbanks in-house insurance agency providing strategic and tactical
marketing support for major consumer businesses (e.g., Bankcards, Choice Visa).
Negotiated strategic partnerships and alliances across all business units to facilitate
nationwide marketing and business development initiatives.
Created innovative, distinctive and successful direct mail, telemarketing, advertising,
promotion and business development campaigns.
Led cross-functional project teams (e.g., strategic, financial, operating, creative design,
production, marketing, sales).
Built incremental revenue by 20% through expansion of third-party distribution network.
Product Manager
- New Products
1975 to 1977
M&M/MARS, New York, New York
Spearheaded the development and market launch of a series of new products and line
extensions for the Family Products Division.
Led successful introduction of new brand which surpassed first year dollar and unit share
objectives by 18%.
Managed successful consumer research and testing to evaluate product potential.
S e n i o r Brand Manager
1971 to 1975
HERSHEY COMPANY, INC., Hershey, Pennsylvani

Fast-track promotion through several brand management positions.
Revised marketing campaign for $100,000 bar and drove 250% increase in three years.
Realigned marketing and brand management programs for Hersheys Syrup products,
increasing revenues by up to 48% annually.
Identified market opportunity and led the most profitable promotion in 12 years.
A s s i s t a n t Account Executive
MATHEW BENDER & ASSOCIATES, New York, New York
1969 to 1971
Developed marketing strategy for Payday ( # 1 market position in 197 1 ). Wrote

marketing segments for Kelloggs Frosted Flakes cereal (exceeded profit objectives by 12%).
Directed successful test market launch of Krafts Macaroni & Cheese line extension.
EDUCATION:
BA, Yale University
100 W i n n i n g Resumes for S 1OO,OOO+ Jobs
128
BETSY
UNDERWOOD
Route 12 Box 971
Radf ord, Virginia 29877
(540) 654-9841
Qualifications Summary:
Twelve years experience in MEDICAL OFFICE MANAGEMENT. Combines excellent
planning, organizational and administrative skills with strong performance in staffing, productivity improvement and patient service/ satisfaction. Qualifications include:
Medical Office Technology
Physician & Provider Relations
Regulatory Affairs & Compliance
Purchasing & Inventory Management
Banking & Financial Negotiations
Insurance Claims Management

Accounts Payable & Receivable
Budgeting & Cost Control
Staff Training & Development
Quality Control & Improvement
Strong oral and written communication skills. Effective in prioritizing workflow to meet patient
needs and physician obligations. Precise and detail oriented with excellent leadership, motivational and public relations experience.
Professional Experience:
Office Manager
RADFORD MEDICAL GROUP, Radford, Virginia
1984 to Present
Joined Radford Medical in 1984 as the only administrative employee in a small primary care
practice (25 patients daily). Built the entire administrative infrastructure as the practice has
grown to four physicians, three nurses and 100+ patients daily. Currently manage a staff of
six administrative, accounting, claims and support personnel.
Scope of responsibility includes the entire administrative organization, all human resource
functions, office systems, finance and accounting affairs, marketing, public relations, patient
relations, recordkeeping and regulatory affairs. Establish business policies and procedures,
develop internal administrative and reporting systems, streamline documentation requirements, and work to create a professional office management capability.
Significa nt Respons i bi 1i ties:

Direct the entire human resource function including recruitment, hiring, training, scheduling and performance appraisal. Evaluate current and long-range staffing requirements
to meet increasing patient demand.
Manage accounts payable, accounts receivable, general ledger, payroll, financial
recordkeeping and reporting, purchasing, vendor relations and internal financial
controls. Coordinate communications with banks, accountants and investment firm to
expedite financial transactions.
Resume Samples
129
BETSY
UNDERWOOD
Page Two
RADFORD MEDICAL GROUP (Continued):
Represent the practice, and the rural health care community, on various advisory boards
(e.g., Carelink, CAMC, PEIA, OMA) throughout the region to strengthen relationships
between providers, regulatory agencies and insurance companies.
Monitor changes in the health care systems through publications, seminars, networking
and professional development activities.
Identify areas of potential malpractice risk and institute policies and procedures to
minimize impact.
Serve as the direct liaison with physicians, insurance companies, attorneys, medical schools,
advisory boards, hospitals and others throughout the regional health care community.
Review patient charts and write correspondence to obtain authorization for procedures,
referrals and insurance benefits.
Major Projects:
Coordinated construction, interior design and space planning for a large addition to
existing office facility. Brought project in on time and within budget despite several
contractor delays.
Managed the cost effective purchasing of more than $200,000 annually in general
supplies, equipment and capital expenditures.
Spearheaded initial computerization with Versyss Network (integrated health care
management system) and several subsequent upgrades to fully automate all accounting,
recordkeeping, reporting and patient database functions.
Pharmacy Assistant
REYNOLDS PHARMACY, Radford, Virginia
1983 to 1984
Worked with pharmacist to fill prescriptions. Processed insurance billings and collections,
coordinated inventory planning and control, priced pharmaceuticals and medical supplies,
and managed customer service.
Education:
Southwest Virginia Community College (Accounting)
Completed over 200 hours of continuing professional education on topics including health care
regulations, PC software technology, supervisory skills, communications, organization, time
management, project management and administration.
100 Winning Resumes for $1 OO,OOO+ Jobs
130
FELICIA JONES
34 NE 33rd Street
(202) 987-32 12
Over 15 years experience in the planning and management of large-scale Office Services,
Facilities Management Services, Purchasing and Administrative Support Functions for a
Fortune 100 corporation. Consistently effective in streamlining and upgrading operations,
improving productivity and reducing annual operating costs. Qualifications include:
Mail & Messenger Services
Contract Negotiations
Inventory &, Materials Management
Equipment Leasing & Acquisition
Staff Training & Supervision
Property Management
Fleet Administration
Insurance Administration
Purchasing Management
Budget Administration
TURNER BROADCASTING, INC., New York, New York
($4 billion diversified entertainment conglomerate.)
1984 to Present
Office Services Manager

Plan, staff, budget and direct the daily business operations of the Office Services
Department, a support function servicing over 1200 employees located at corporate
headquarters. Scope of responsibility includes all mail and shipping services, a large
contracted messenger operation, and office support services throughout both facilities.
Hold concurrent responsibility for the management of Transportation Department
operations for executive staff. Administer departmental policy, negotiate the purchase
and sale of all vehicles, and manage related insurance programs. Currently control a
30-car corporate fleet.
Formulate and administer a $3.5 million annual operating budget. Train and supervise
a staff of 26 Office Services and Facilities Management employees. Coordinate all
related purchasing, materials management, vendor sourcing/ selection, contract
negotiations and inventory planning/management functions. In addition, manage
production of monthly promotional mailings of 5000 to 50,000 pieces.
Achievements:
Launched a complete reorganization of the Office Services department and cut

annual operating expenses by 25%. Reduced staffing requirements, eliminated
overtime and restructured messenger service programs.
Integrated several independent operating departments into one Office Services
organization for an annual savings of more than $75,000.
Sourced vendors, prepared bid packages and negotiated cost-effective contracts for
the outsourcing of mailroom and messenger services. Resulted in a substantial
improvement in service delivery while reducing net operating costs by 25%.
Resume Samples
131
FELICIA JONES
Page T w o
TURNER BROADCASTING, INC. (Continued):

Introduced the use of presort mail, international mail and bulk mail services into the
corporation for a substantial reduction in annual postage and handling costs.
Negotiated favorable equipment leases and facilities contracts to expand in-house
operating capabilities and support to 1200 employees.
Coordinated transportation services for high-profile special events including Annual
Stockholders Meetings, Board of Directors meetings a n d a series of national
fundraising events.
Real Estate Assistant (1984 to 1987)
Fast-paced operations support position coordinating commercial, industrial and
residential real estate projects for the corporation. Reported directly to the President.
Orchestrated a national employee relocation program for the transfer of personnel
throughout various Turner companies and locations. Negotiated the resale of homes
in cooperation with local real estate brokers, coordinated home purchases and
expedited physical relocations.
Negotiated with management companies of Turner leased buildings throughout the
U.S. to monitor daily operations, resolve tenant problems, evaluate rental costs and
contracts, and coordinate service delivery.
Assisted with the planning and implementation of plant closure programs. Reviewed
consultant contracts and negotiated vendor, utility and contractor agreements.
Monitored costs, maintained ledgers and identified/resolved cost overrides.
EDUCATION:
FORDHAM UNIVERSITY, New York, New York, 1985 to 1988
Coursework in Business Administration, Planning & Communications
Licensed Real Estate Sales Associate, State of New York, 1984
National Association of Fleet Administrators
Mail Systems Management Association
Postal Customers Council

Jobs
132
JOHN P. MITCHELL
Home (703) 351-5620
5378 Jefferson Avenue

Arlington, Virginia 22 153
Email jmitchell@msn.com
Work (202)267-5648
PUBLIC RELATIONS / MEDIA RELATIONS / COMMUNICATIONS / SPECIAL EVENTS

Talented Public Relations Strategist and Campaign Director with 10 years professional experience. Expertise in
community/public outreach, multimedia communications, publications management and crisis management.
Accomplished in managing relationships with major print and broadcast media nationwide. Skilled in largescale event coordination/management. Consistently effective in meeting budget and schedule requirements.
Public Relations Officer
UNITED STATES NAVY - Washington, D.C. / California / Virginia / Pennsylvania
1987 to 1995
Fast-track promotion through a series of increasingly responsible public relations / public affairs
positions nationwide as one of only 200 designated spokespersons in the U S . Navy. Won several distinguished commendations (2 Commendation Medals, Achievement Medal) for outstanding performance in
the management of sensitive public relations programs and initiatives.
Public Relations / Public Affairs
Rebuilt and revitalized non-active public relations function aboard the aircraft carrier USS Enterprise. Created innovative PR programs targeted to military and civilian personnel, re-established weekly newspaper and planned/hosted more than 10 special events.
Developed course content and taught public relations training seminars to personnel throughout 12 Naval organizations.
Publicized the Navys assistance to victims of January 1994 earthquake in LA, winning positive
media coverage and strengthening position of the Navys response to domestic crises.
Launched several high-profile public relations campaigns to recruit community board members
and expand public information concerning two hazardous waste removal projects. Personally
managed and responded to all public and local political inquiries.
Wrote public relations guidelines for congressional visits emphasizing the management of
high-profile events and strategies to leverage media exposure.
Trained and supervised teams of up to 24, responsible for public relations, printing, graphic arts,
photography, media relations, community outreach and administrative support.
Media / Press Relations
Represented the Navy with major print and broadcast media nationwide including network
affiliates, national and local correspondents, National Public Radio, Washinqton Post, New York
Times, Los Anueles Times, Wall Street Journal, Time and Newsweek.
Managed liaison affairs with local, national and international press, White House Press Office,
Arlington National Cemetery and National Cathedral for national coverage of memorial services
for the late Chief of Naval Operations and the late U.S. Commerce Secretary.
Appointed spokesperson in regional and national media markets to handle high-visibility
issues including base closures and related employee relocation issues, integration of women
into combat assignments and emerging environmental concerns.
Spearheaded communications with media nationwide to change negative reaction and media
perception of large-scale environmental projects. Won positive coverage and support with
major print and broadcast media.
Responded to public and national media inquiries about the USS Iowa explosion at sea and
operated the first 800 family information number (now standard in Navy crisis response).
Coordinated media (including live segments on Good Morning America) for the first U.S. port
visit by Russian warships in 20 years. Managed affairs for 300+ media over a five-day period.
133
Resume Samples
JOHN P. MITCHELL
prSe lkvo
Public Relations Officer (Continued):

Publications Manauement
Editor of Horizons, a specialized publication with circulation of 9000+. Full responsibility for
editorial content, story assignments, layout, design and outsourced printing contract.
Editor and Sole Author of the only timely news service in the U.S. Navy. Wrote news and
feature articles published weekly in Naval newspapers worldwide.
Multimedia Communications
Designed and managed construction of renovated television and radio broadcast studio aboard
the USS Enterprise. Directed programming, scheduling and transmission of broadcast
services to 5000+ shipboard personnel.
Led four-person editorial board responsible for content review and authorization of information
posted on the USS Enterprise lnternet Home Page.
Authored press releases, news stories, articles, public outreach documents, correspondence,
reports and other print communications.
Special Events
Planned and directed educational tours aboard the USS Enterprise for thousands of U.S. and
foreign visitors (e.g., general public, politicians, military personnel, visiting dignitaries, foreign
attaches) during the vessels travels throughout the U.S. and Latin America.
Directed first-ever visits to Naval forces and a complete special events program for high-level
government administrators and other noted dignitaries.
Conceived, planned, staffed, publicized and directed 20+ special events throughout career.
Career Proaression
--
Public Relations Officer Naval District Washington Headquarters (1993 to 1995)

Public Relations Officer US8 Enterprise (1991 to 1993)
A s s t Public Relations Officer Naval District Washington Headquarters (1988 to 1991)
A s s t Public Relations Officer Pacific Fleet Headquarters (1985 to 1988)
Editor Navy Internal Relations Activity (1983 to 1985)
EDUCATION:
B.S., Computer Science, Texas AGM University, 1983
(Distinguished Military Graduate - National Naval Officers Association)
Graduate, Public Affairs Officers Course, Defense Information School, 1983

( 1 0-week, Graduate-Level Program Emphasizing Public Affairs/Communications)
References Prodded Upon Request
134
MARSHA SMITH
943 Park Avenue
(202) 971-6577
Corporate Communications I Marketing Communications I Advertising Communications

Top-flight management career building innovative marketing, communications and business development programs
worldwide. Combines expert creative design, strategic and market positioning qualifications with strong general
management, project management and financial accountabilities. Qualifications include:
Customer Marketing Communications
Corporate Vision & Strategy
Investor & Shareholder Communications
Executive Presentations & Negotiations
Business Process Reengineering
Employee & Management Communications
Print & Broadcast Media

Market Positioning & Awareness
Sales Promotions & Incentives
Public Speaking & Public Relations
Team Building & Team Leadership
Crisis Communications
Awarded membership in YWCA Academy of Women Achievers, 1994.

Woman of the Year Nominee, Business-Professional Womens Club, 1980
Member, International Association of Business Communicators and New York Junior League
1994 to Present
Managing Director Corporate Communications, Advertising & Marketing

CUSHMAN 8t WAKEFIELD, New York, New York
($300 million multi-service global real estate firm with operating units in financial services, leasing, asset services,
outsourcing, valuation analysis and research services. Client base includes AT&T, Ford, Kraft, IBM, Hertz and J.P.
M o rgan.)
Recruited as the Senior Management Executive responsible for the strategic planning, development and leadership of
the entire marketing, advertising and communications function. Manage a team-based organization with both in-house
and contract marketing, communications, advertising, design, graphic arts and printing personnel. Manage a $2.5
million annual operating budget.
Authored the firms strategic communications plan and orchestrated successful effort to update corporate vision,
mission and values statement. Transitioned marketing focus to core customer types and segments.
Architected new corporate advertising and client testimonial trade campaigns which appeared in Forbes, Business
-Week, Fortune and other major national publications.
Revitalized and expanded marketing communications program throughout Man hattan (companys largest market)
utilizing industry-leading initiatives. Expanded editorial and advertising penetration from the real estate to
business pages to increase market visibility with CEOs, CFOs and other top operating executives of target
accounts.
Launched development of global branding strategy to establish the firm as the preferred business-to-business real
estate services provider. Leveraged existing client base as key partners in the firms worldwide marketing and
business development initiatives.
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135
MARSHA SMITH - Page Two

1990 to 1993
Corporate Communications, Marketing & Management Consultant

ALLEN ASSOCIATES, San Francisco, California / New York, New York
Executive Consultant providing integrated marketing and communications advisory services to major corporate clients
throughout the national market. Worked on a project-by-project basis with top operating management. Key engagements included:
ITT Corporation World Headquarters (New York)

Consulted with ITT consumer, commercial finance and other business units on a broad range of internaVexterna1
communications, marketing and reengineering projects. Managed sensitive negotiations during union dispute,
authored business plan for new operating unit, and designed process improvements for field and staff operations.
American Express (San Francisco & New York)
Created and implemented marketing and promotional plans for Amex travel agencies throughout California,
Arizona, Colorado, Illinois and Georgia. Recommended strategic and tactical action plans to increase market
awareness and coordinated regional media affairs.
1984 to 1990
Director Corporate Communications

ITT CORPORATION WORLD HEADQUARTERS, New York, New York
Senior Management Executive with responsibility for numerous ITT worldwide Corporate Communications
Programs. Provided expertise counsel, strategic and tactical action programs for public relations, advertising, sales
promotions, marketing and crisis communications for major ITT businesses, subsidiaries and operating units worldwide. Managed a $25t million annual group operating budget.
O n e of the highest ranked executive women within the ITT organization. Consistently earned highest performance
ratings and several key promotions.
Appointed Chairperson of the ITT Corporate Political Action Committee and the New York-Washington interface.
Authored speeches for ITT Chairman, Board of Directors and executive management team. Managed various
shareholder communications and annual reporting functions.
Coordinated press, radio and television interviews during Chairmans 1989 media tour.
NOTE:
Served as Vice President of Operations / Board Member for ITTs International Conference Center.
Transitioned business from $10 million loss to $2t million profit through a series of successful business
process reengineering initiatives.
1976 to 1983
Legislative Director / Legislative Assistant

U.S. HOUSE OF REPRESENTATIVES, Washington, D.C.
Promoted from Legislative Assistant to Legislative Director for the Former Representative Beverly B. Byron. Served
as the principal legislative policy advisor to the Member. Responsible for identifying and recommending legislative
initiatives, training and supervising a team of legislative assistants and interns, and coordinating all legislative committee
projects. Drafted major speeches, committee testimony and floor statements. Acquired substantial public speaking
experience throughout the legislative, public interest communities and local districts.
MBA in Marketing, NEW YORK UNIVERSITY / LEONARD N. STERN SCHOOL OF BUSINESS, 1993
MA in Legislative Affairs, GEORGE WASHINGTON UNIVERSITY, 1983
BA in Political Science, Honors Graduate, UNIVERSITY OF NORTH CAROLINA AT CHAPEL HILL, 1 9 7 6
136
RALPH EVANSTON
3209 South Main Stree
Kalamazoo, Michigan 32878
(616) 641-6431
~~~
Public Affairs / Public Relations / Media Affairs / Community Relations

Corporate Communications / Customer Communications / VIP Relations / Special Events
Top-flight management career building high-profile public affairs organizations that have consistently enhanced
competitive market positioning, won favorable media and customer recognition, and supported multi-million dollar
revenue growth. Combine strong planning, organizational leadership and consensus building qualifications with
creative design and writing skills.
Extensive general operating management qualifications in corporate restructuring, human resource affairs, budget
administration, business planning and long-range strategic development.
GTE CORPORATION, Michiganhdiana
(Nations largest local exchange carrier and second largest cellular provider)
1988 to Present
Fast-track promotion through a series of increasingly responsible management positions directing highprofile public affairs, public relations, corporate communications, special events and media relations
programs. Achieved unprecedented cost reductions in each assignment and strengthened GTEs
positioning within the highly competitive telecommunications industry. Career highlights include:
Regional Public Affairs Director, Indiana-Michigan Region (1993to Present)

Promoted to newly-created position in response to nationwide corporate consolidation and given full
management responsibility for the entire public affairs program for a two-state region (1.7 million
customers and over $450 million in annual revenues). Direct a staff of seven and $4 million in annual
operating budgets.
Maintained caliber, integrity and strength of public affairs and public relations initiatives despite
downsizing and more limited financial resources. Successfully integrated multi-state operations into
a n integrated organization with common mission, strategy and vision.
Orchestrated a n integrated public affairs, media and VIP customer initiative to support the nationwide
introduction of World Class Networks (leading edge infrastructure technology). Created a highprofile series of programs to win recognition, hosted major media events and an exclusive conference
for GTEs top 250 accounts. Efforts resulted in hundreds of sales leads and significant revenue gains.
Conceived and directed an innovative community relations tour featuring the Airmen of Note premier jazz ensemble of the United States Air Force.
Devised and implemented revenue-based measurement tools aligning public affairs resources with
company goals and objectives to evaluate their direct impact upon the bottom line.
(NOTE: Promoted in Fall 1996 to Regional Public Affairs Director for Illinois, Indiana and Wisconsin.
Scope of responsibility includes a $4.7 million budget and 14 staff supporting a region with 2.8 million
customers and over $750 million in annual revenues.)
Resume Samples
137
RALPH EVANSTON Page Two

State Public Affairs Director, Michigan (1991to 1993)
Conceived, developed and directed top-flight public affairs programs throughout the State of Michigan
(2500employee organization with over $250 million in annual revenues). Led a professional staff of six
and administered over $2.2 million in annual budgets.
Managed sensitive state-wide media relations efforts during a significant employee reduction. Achieved
neutral-to-positive coverage through intense media education campaigns, personal interviews and
distinguished public relations/community events. Created companion internal communications
programs to enhance management/employee relations during restructuring.
Launched a massive media/employee communications plan to maximize the benefits of GTEs $450
million technology investment program. Won significant media coverage highlighting GTEs
community and service commitment.
Planned and hosted annual 4-day management conferences for over 1000 GTE personnel. Directed
logistics, agenda, entertainment, sporting events, communications and awards programs.
Conceived, developed and managed Michigan Classics public relations series featuring Ramsey
Lewis and the Detroit Symphony Orchestra.
Community Relations Manager, Indiana (1988 to 1991)
Planned, designed and orchestrated community relations and special events to support GTE operations
throughout a 10-state region. Identified and capitalized upon opportunities to enhance GTEs public
image, improve customer relations and advance the companys competitive market positioning.
Directed the award-winning GTE CHAMPIONSHIPS tennis tournament (voted Tournament of the
Year 1988 through 1991 by the Association of Tennis Professionals). Designed stadium logo plan
to maximize television exposure, resulting in over $2 million per year in equivalent advertising dollars.
Hosted 1200 VIP guests, coordinated Employee Night with 1000 GTE personnel, and managed
high-visibility participation of executive management team.
Created and managed the Target Districts program designed specifically for regions with diminished
company image. Spearheaded high-profile economic development, contributions, community
relations, community services and local print advertising employee recognition programs to win
customer support and improve customer perceived quality.
CALDWELL VANRIPER, Indianapolis, Indiana
1986 to 1988
Public Relations Account Manager for GTE, Mayflower, Paper Art Company, Charmglow Industries
and Knauff Fiberglass. Managed Mayflower LPGA Classic Press Room.
EDUCATION: BS / Majors in Journalism, Public Relations & Political Science, Magna Cum Laude, 1985
BALL STATE UNIVERSITY, Muncie, Indiana
Graduate, Leadership Michigan Executive Training Program, 1992
PROFESSIONAL & COMMUNITY AFFILIATIONS:

Member, Michigan Rural Development Council Executive Steering Committee
Vice-Chair, Muskegon Economic Forum
Board Member, Wayne Sports Corporation
Industry Unit Captain, Greater Allen County United Way
Telecommunications Advisory Committee, Michigan Press Association
100 W i n n i n g Resumes for $lOO,OOO+ Jobs
138
JASON A. WRIGHT
342 Twin Avenue
St. Paul, Minnesota 52348
(612) 654-5547
PROJECT MANAGEMENT / PROCESS REENGINEERING / INTERNAL CONSULTING

Domestic & International Business Operations
Talented young professional with three years experience in the conceptualization, design and leadership of pioneering
efforts in process, productivity, efficiency and quality improvement. Provided the strategic and tactical actions that delivered millions of dollars in revenue gains and cost savings through organizational development and workforce optimization.
Strong qualifications in team building and team leadership.
PROCESS ENGINEER - 3M COMPANY, OPTIMIZED OPERATIONS
1993 to Present
Fast-track promotion through a series of increasingly responsible positions in 3Ms internal consulting group, a
specialty business unit providing process redesign, reengineering, change management and project management
services to 3M operations in 60 countries worldwide. Major projects have included:
Corporate Marketing & Public Affairs - St. Paul, Minnesota
Project Leader for Customer Connect, a new initiative launched to create a seamless customer response
network integrating the Internet, phone, fax and paper communications. Currently leading an 8-person crossfunctional team (e.g., logistics, product management, marketing, IT, technical service) challenged to create
the strategic and tactical processes to drive program development and implementation. Potential savings are
forecasted at $70+ million through improved revenue, productivity and customer retention.
Corporate Communication Services - St. Paul, Minnesota
Facilitated cross-functional team that optimized 3Ms deployment of this internal communication services
business unit. Focused on organizational structure, financial systems, outsourcing and strategic planning.
Spearheaded effort to standardize terms and conditions for 4500+ vendors of multi-media communication
services/technologies. Long-term savings projected at $8 million.
3M South Africa - Johannesburg, South Africa

Directed two cross-functional teams developing of focused factory layouts. Pilot implementation resulted in
20% space reduction, 40% decrease in in-process inventory and 35% increase in production output.
3M Brazil - Sumare, Brazil
Short-term exploratory project to identify methods to improve processes, expand production and integrate
cellular manufacturing methodologies. Project served as a model for worldwide implementation.
Knoxville Manufacturing Plant - Knoxville, Iowa
Implemented inventory reduction strategies to accommodate 200% production growth without increasing
warehousing or personnel requirements. Designed computer simulation to optimize materials flow.
St. Paul Tape Manufacturing Plant - St. Paul, Minnesota
Environmental engineering assignment responsible for proposal development to reduce air emissions for the
EPA Early Reductions Program (favorable corporate initiative providing significant cost savings). Negotiated directly with EPA officials.
ENGINEERING INTERN - 3M COMPANY
Summers 1990 to 1992
Participated in SPC, process improvement and quality assurance projects throughout the corporation.
EDUCATION:
B.S., Industrial Engineering, Northwestern University, June 1993
Presented to President Bushs Council of Advisors on Science and Technology; Senior Academic & Leadership
Honor Society; President, Alpha Delta Phi Fraternity; Executive Vice President, Interfraternity Council; National
Merit Finalist (Eastman Kodak Scholarship); College of Arts and Sciences Deans Award for Art.
Resume Samples
139
LAWRENCE FAIRFIELD
934 East End Avenue
Newark, New Jersey 09843
(609) 654-643 1
SENIOR PURCHASING DIRECTOR

MRO E CapitaJ Equipment Purchasing / MateriaJs Management / Inventory PJanning E ControJ
MuJti-Site Warehousing/ RegionaJ E lyational Distribution / Barter E Zkade Operations
Delivered over $1 00 million in total cost savings throughout career through expertise in planning, staffing,
budgeting and directing large-scale domestic and offshore purchasing operations. Spearheaded development
of regional and national purchasing programs, fixed price contracts, and vendor sourcing plans to expand
supplier base and reduce acquisition costs. Keen negotiation and vendor/subcontractor management skills.
FARBERWARE, INC.,New York, New York
1990 to Present
($120 million consumer products manufacturer)
Director of Purchasing
Promoted from Purchasing Manager to Director with full responsibility for the planning, staffing,
budgeting and operations of a diversified purchasing and inventory management function (e.g.,
stainless steel, aluminum, parts, packaging, MRO, POP). Managed a large off-shore purchasing
and vendor management program. Directed a staff of six purchasing agents, buyers and support
personnel. Negotiated $55+ million in annual purchasing contracts.
Introduced MRP technology (BCPS system) to the corporation to upgrade the quality, control
and availability of parts, equipment and support services. Resulted in a 14%reduction in annual
inventory volume/costs.
Structured/negotiated multi-year, fixed price contacts for major raw material expenditures,
resale goods and components. Resulted in 18% reduction ($1.7 million) in purchasing costs.
Spearheaded the transfer of parts manufacturing from U.S. to offshore facilities, significantly
enhanced design performance, and saved 12% in annual purchasing and subcontractor costs.
Directed a $10 million addition to physical plant. Brought project in on time and within budget
despite problems with contractor performance and materials availability.
ALL-BILT UNIFORM CORPORATION, New York, New York
1987 to 1990
($18 million, privately-held custom uniform & career apparel manufacturer)
Director of Operations & Sales
Recruited to this family-owned business to introduce sound operation, purchasing and general
management strategies a s part of the management teams commitment to accelerated growth.
Challenged to introduce the systems, processes and operations to support expansion and
improve financial performance. Demonstrated success within a fast-paced, entrepreneurial and
customer-driven organization.
Held full planning, budgeting and operating management responsibility for purchasing, inventory
control, warehousing, subcontract production, scheduling, customer service, mail order processing and fulfillment, shipping and receiving, and divisional sales.
Negotiated over $1 0 million annually in subcontractor manufacturing agreements and an
additional $3 million in general purchasing contracts.
Launched an aggressive expansion of computer technology to automate general business,
customer service, purchasing, inventory and distribution management functions.
140
LAWRENCE FAIRFIELD
Page Tbvo
HERTZ CORPORATION, New York, New York
1980 to 1987
($2 billion automotiue rental & fleet management company)
Director of Purchasinu & Distribution
Directed the purchase of over $250 million in parts, components, equipment and support
services utilizing a centralized national contracts system. Supported three major corporate facilities and three major operating divisions generating $2+ billion in annual sales revenues. Concurrently, directed all purchasing, vendor relations and subcontractor negotiations for the purchase of
direct mail, promotional, printing and fulfillment programs.
Delivered a 3%annual reduction in purchasing costs ($6-$7 million) through the introduction of
the corporation's first regional and national purchasing contracts with complete internal
purchasing audit function. Negotiated firm fixed price contracts to control accelerating costs
and expanded vendor sourcing worldwide.
Assumed additional responsibility for the planning, staffing, budgeting and management of
telecommunications, support services, invoice audit and travel departments.
1973 to 1980
RYDER SYSTEM, INC.

Director
- Field Purchasinu
& Administrative Services ( 1 974 to 1980)
Ryder Truck Rental, Inc., Miami, Florida ($3 billion corporation)

Led the start-up of a complete purchasing function a s Ryder transitioned from third party to
in-house materials management. Recruited/trained 12 buyers and support personnel responsible
for the cost-effective acquisition of parts, replacement equipment, tires, shop equipment, chemicals and fuel storage/dispensing equipment.
Assumed concurrent responsibility for management of the Administrative Services function (e.g.,
accounting, graphic arts, records management, word processing, micro-graphics, mail & supply
space planning, facilities management, inventory control). Directed Services team of 25-30.
Structured, negotiated and executed $1 50 million annually in national and regional purchasing
contracts. Supported company growth from $900 million to $3+ billion in revenues.
Director of Purchasina (1973 to 1974)
Supplyline, Inc., Miami, Florida

Joined newly-created subsidiary established to provide a national buying source for the entire
Ryder system. Directed $25+ million in annual purchasing volume and operated four distribution
centers nationwide supplying over 600 locations. NOTE: Company was liquidated in 1974 and all
purchasing functions were transitioned in-house to Ryder System.
Purchasing Manager, Southern Railroad, Inc., Atlanta, Georgia
Purchasing A g e n t to Superintendent, Monsanto Company, St. Louis, Missouri
EDUCATION:
POLYTECHNIC INSTITUTE OF BROOKLYN - B.S., Chemical Engineering
HARVARD UNIVERSITY - NAPM Executive Purchasing Program
AMERICAN INTERNATIONAL COLLEGE - MBA Program
REGISTERED PROFESSIONAL ENGINEER - Missouri & Georgia
CERTIFIED PURCHASING MANAGER (CPM)
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141
AUGUSTA BINER
9329 Model T Drive
Flint, Michigan 46973
(313) 649-7498
CAREER PROFILE:
CORPORATE PURCHASING MANAGER with over 15 years experience in leading a multi-million dollar
purchasing network for a Fortune 500 corporation. Consistently successful in controlling purchasing costs
and improving net profitability while continuing to support critical operations. Established innovative vendor
partnership programs that have dramatically improved product quality and positioned corporation as a
forerunner within the industry.
Certified Purchasing Manager, National Association of Purchasing Managers, 1988 8, 1994
QUAKER CHEMICAL CORPORATION, Detroit, Michigan
1976 to Present
PURCHASING MANAGER
Promoted through several increasingly responsible purchasing assignments to current position as
Purchasing Manager directing purchasing activities for Quakers North American Division. Accountable
for over $80 million in annual purchases from more than 350 vendors (national manufacturers, international manufacturers, local distributors).
Scope of responsibility is expansive and includes procurement of thousands of products (e.g., raw
materials for chemical production, plant equipment, lab equipment, instrumentation, computer hardware/ software, facilities maintenance supplies, office supplies/materials, service contracts). Act as a
direct liaison to all department heads throughout the corporation to identify and obtain their specific
product requirements at best pricelbest quality. Personally handle large dollar purchasing negotiations
and major vendor relationships. Trainlsupervise divisions purchasing and administrative support staff.
Plant-wide management responsibilities include appointment as on-site Administrative Manager supervising the entire administrative operation during managements absence for union contract negotiations
(50+sessions), strategic and contingency planning for potential strikedwork stoppages, training/development of staff and college interns, and active participation in corporate litigation. Appointed as one of
only four Internal Quality Lead Auditors in the North American Division.
Significant Achievements:
Driving force behind the development of the North American Divisions purchasing organization.
Built department from virtual start-up to its current $80 million annual volume. Established policies/
procedures, coordinated development of supporting data processing systems, implemented quality
controls criteria, and created an autonomous business function supporting the entire corporation.
Achieved profit improvements through aggressive control of annual purchasing costs. Negotiated
vendor rebates, rescinded price increases and extended terms for an average annual net savings of
$600,000. Reduced surplus raw materials by 57% and reduced long-term inventory through implementation of economic ordering quantity methodologies and JIT purchasing systems.
Orchestrated the introduction of vendor quality, rating and management programs designed to foster
a unique relationship between Quaker and its primary vendors. Objective was to instill a sense of
personal commitment by vendors to the quality of Quakers finished products. Included design/
development of a vendor rating program (based upon Quakers quality expectations), implementation of quality audit programs, creation of an innovative shelf life information exchange program (first
of its kind in the chemical industry), and establishment of vendor partnership agreements.
142
AUGUSTA BINER
Page Two

Appointed Lead Team Member representing Quakers Purchasing Department for several on-site
customer audits (e.g., ISO, Ford Q1, Caterpillar, Double Eagle, S.I.S.A.P.) Chosen by Ford Motor
Company as a benchmark for supplier management and on-site demonstration facility for both Ford
customers and its internal purchasing/materials management organization.
Designed and led a series of corporate training programs (e.g., cross training in purchasing, vendor
performance rating, price/quality negotiations, policy/procedure changes). Established cooperative
working relationships with Quaker purchasing and personnel throughout the U.S. to provide ongoing
management consulting/support.
Facilitated the development/implementationof computerized employee inventory purchasing system
to ensure accountability of all employee-based expenditures (primarily plant safety equipment). In
addition, directed the design of a user-friendly committed/spent dollars budget variance analysis
program to provide actual purchasing expenditure information on a department-by-department basis.
Appointed to the Visionary Planning Group, a top management team formed to establish short and
long term goals for each critical department to ensure that their operations are supportive of the
corporations overall vision for quality, achievement and profitability. Personally directed the visionary planning process for the administrative staff.
Appointed to the Joint Application Development Team, working in cooperation with information
systems consulting group to ensure that all data processing systems development efforts are implemented in support of the corporations visionary planning process while effectively meeting current
operational needs and objectives.
Team Leader responsible for orchestrating the corporations 75th anniversary celebration for the
Detroit facility. Independently handled all special events and celebration planning functions.
Member of Quakers Global Anniversary Team in cooperation with facilities worldwide.
Appointed to joint task force comprised of product managers, chemists and R&D personnel
challenged to identify $300,000 in cost savings through redesign of product development cycle.
EDUCATION:
Candidate for Bachelor of Science in Business Administration & Labor Relations, 1986 to Present
WAYNE STATE UNIVERSITY, Detroit, Michigan
Associate Degree in Business Administration, Magna Cum Laude Graduate, 1987
HENRY FORD COMMUNITY COLLEGE, Dearborn, Michigan
Highlights of Continuing Professional Education:
Lead Assessor of Quality Systems (preparation for IS0 Auditor), Perry Johnson
Win-Win Negotiations, National Association of Purchasing Managers
Cost Value Analysis, National Association of Purchasing Managers
International Purchasing & Countertrade, National Association of Purchasing Managers
International Purchasing Conferences (4), National Association of Purchasing Managers
Statistical Process Control (SPC), Lawrence Institute of Technology
Managerial Modeling, Organization Dimensions
Public Speaking and Human Relations, Dale Carnegie (2 Achievement Awards)
Leadership Training for Managers, Dale Carnegie
National Association of Purchasing Management
Purchasing Management Association of Detroit
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143
MELISSA SPRINGFORD
6498 Bay Street
San Francisco, California
(615) 697-7982
PROPERTY DEVELOPMENT & MANAGEMENT PROFESSIONAL

Multi-Family Housing / Senior Housing / Commerciaf Office / M edi al Office / I n d u s W
SMp d Mali ReWI / Sporb d Recreational / Hotels it Resorts
Distinguished management career in Property Management and Construction Management. Consistently

successful in maximizing asset value through measurable gains in occupancy, tenant satisfaction, retention and
operating cost reduction. Managed 100+ properties (5.3million sq. ft. valued at $340+million) and directed over
$4.8 million in construction, renovation and retrofit projects. Strong general/P&L management, budgeting, financial reporting, training and leadership qualifications. Expert negotiator and deal maker. PC proficient.
Professional Creden&d.s
Executive Certified Property Manager (CPM) for Accredited Management Organization (AMO)
California Real Estate Broker
Director of Property Management / Partner
KTB REALTY PARTNERS, INC., San Francisco, California
Portfolio; 14 residential properties (553 units) and 69 retail stores
600,000 sq. ft. industrial property

900,000sq. ft. public facilities; 285,000 sq. ft. office space
96-room hotel with 500-seat live theater and ground floor retail
123,000 sq. ft. medical and health club facilities
Recruited to this diversified real estate investment, development and asset management company to
build their property management portfolio. Established relationships with property owners, builders
and developers throughout the region, and negotiated favorable, multi-year management contracts.
Built portfolio by adding 2.6 million sq. ft. over two years. Structured, negotiated and closed
major contracts with Bank of America (32 properties) and Resolution Trust Corporation (distressed
multi-family property and 12 distressed commercial properties). Revitalized relationship and
restored credibility with the San Francisco Redevelopment Agency.
Created a complete property management function, recruited experienced personnel, designed
accounting and financial reporting processes, and implemented PC technologies for expanded
portfolio analysis and management reporting capabilities.
Launched start-up of new contract maintenance services division that generated $75,OOO+ in first
year revenue.
Directed start-up ofsatellite property management office to expand market reach.
Achieved the prestigious Accredited Management Organization (AMO) status for KTB.
President / Owner
SAN FRANCISCO PROPERTY COMPANY, San Francisco, California
June 1987 to February 1993
PorryOio; 5 residential properties (783 units) and 200,000sq. ft. retail space
296,000 sq. ft. commercial office and medical office space
2 hotels (246 rooms) and 107,000 sq. ft. mixed-use facility
Founded property management firm and built from start-up into a 1.3 million sq. ft. portfolio of
mixed-use, multi-family, industrial, retail, commercial office, medical office and hotel properties.
Recruited and directed a staff of 30. Developed all administrative, accounting, financial and reporting
systems. Achieved AM0 status for company.
144
MELISSA SPRINGFORD
Pase Two
SAN FRANCISCO PROPERTY COMPANY (Continued):

Managed more than 17 properties and over $4 million in construction and renovation projects,
including a large environmental treatment project (saved $5000+ annually), start-up of new
security and maintenance operations, correction of major construction and structural defects,
renovation of electrical and mechanical systems, renovation of historic properties, ADA compliance projects and countless tenant improvement upgrades.
Identified opportunities, built relationshipsand negotiated/closed over 1 7 property management
contracts over six years.
Won the first-ever property management contract awarded by the City of Sausalito.
Achieved 100%lease up for several new construction and renovation projects.
Designed tenant service programs that increased residential and commercial retention by 20%.
Directed installation of PC network to link all properties with company headquarters.
Regional Property Manager
TAYLOR WOODROW, San Francisco, California
January 1982 to June 1987
Recruited to join this international real estate developer and general contractor to manage a $18
million, 500,000sq. ft. portfolio of commercial office and retail space. Collateral responsibility as
Construction Manager for major tenant improvement projects.
Significantly improved tenant mix of several commercial office and retail properties, enhancing
asset value and subsequent sale price.
Coordinated joint venture with San Francisco RedevelopmentAgency for construction/lease up of
900 residential units, 20,000 sq. ft. of office space and 40,OOO sq. ft. of retail.
Property Manager
NORRIS, BECCS AND SIMPSON, Los Angeles, California
Managed a $48 million, 1.2 million sq. ft. portfolio of commercial office and retail space. Directed
tenant improvement projects and the mechanical system retrofit for 40,OOO sq. ft. office building.
Club Manager
LOS ANGELES ATHLETIC CLUB, Los Angeles, California
January 1972 to February 1977
Directed all administrative,property management, front desk, accounting and food service functions
for four affluent private clubs. Trained and supervised a staff of 92. Managed three major construction and facilities renovation projects.
PROFESSIONAL DEVELOPMENT:
Completed all educational requirements for Broker's License and CPM (with A M 0 designation).
Graduate of 200+ hours of professional training and development seminars, courses and workshops.
Annual attendance at ULI national conventions, IREM local chapter meetings and seminars,and NNCREW
national convention seminars for 1O+ years.
Institute of Real Estate Management (IREM)
Building Owners and Managers Association (BOMA)
Urban Land Institute (ULI) - Full Member
National Network of Commercial Real Estate Women ("CREW)
International Council of Shopping Centers (ICSC)
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145
PAUL BERNSTEIN
3845 Shoreview Lane
Malibu, California 97381
(415) 967-8513
~~
REAL ESTATE INDUSTRY EXECUTIVE

Property Acquisition / Finance / Leasing / Brokerage / Management / Divestiture
Well-qualified industry professional with extensive career building and managing profitable, mixed-use real estate
portfolios, partnerships and syndications. Delivered consistent increases in portfolio valuation through innovative
debt management, marketing and property operations. Expert negotiations experience.
REALTY CENTER MANAGEMENT, INC., Los Angeles, California
1989 to Present
President & Chief Executive Officer

Managing General Partner (12 Real Estate Partnerships)
Recruited by Board of Directors to assume full P&L and operational management responsibility for a
small property management company. Built firm from four employees to 1OOt personnel managing a
$250 million property portfolio throughout the U.S. (2500 apartment units and one million square feet
of office and retail space).
Created corporate infrastructure, recruited qualified management personnel, introduced quality and
productivity improvement initiatives, and established a united service goal at each property. Designed
and implemented sound fiscal policies, budgetary systems and financial reporting structures. Established all policies, procedures and performance objectives.
Transitioned company from loss to breakeven within second year. Achieved average annual
profit growth of 100%throughout the past three years.
Increased average occupancy from 75% to 96% through a series of strategic marketing initiatives.
Led the successful start-up of three new business divisions (leasing,brokerage and construction)
to expand the scope of RCMIs operations and provide comprehensive property management
services to major account base.
Identified profitable opportunity t o acquire, rehab and lease-up earthquake damaged
apartments. Acquired $1.6 million in funds from private investors for the acquisition of $ 4 t million
in property, and orchestrated development, construction and marketing for the entire project.
Current ROI averages 50% annually.
Serve as Managing General Partner for the firms 12 real estate partnerships. Direct the acquisition
(including due diligence), financial structuring, leasing, property management and divestiture activities
for a $250 million mixed-use portfolio (four commercial office buildings, ten apartment complexes and
two retail shopping centers).
Spearheaded an aggressive initiative to refinance troubled loans. Negotiated new debt terms
with lenders and creditors nationwide which reduced loan obligations by $40 million.
Structured debt relief transactions to minimize tax liabilities and negotiated numerous Section
1031 tax free exchanges.
Provided expert witness testimony in bankruptcy court regarding property valuations and
feasibility of restructure/debt reduction plans.
146
PAUL BERNSTEIN
Page Two

PARKS, PALMER, TURNER & YEMENIDJIAN, Los Angeles, California
1980 to 1988
Partner
Fast-track promotion from Senior Accountant to Supervising Accountant to Manager t o Partner
(youngest ever in the history of this 12th largest public accounting firm in LA). Directed a $1 million tax
practice servicing major real estate syndicators throughout the region. Concurrently, managed all tax
planning, administration and management functions for the firms 12 in-house real estate partnerships.
Recruited, trained and supervised a 20-person professional and support staff.
Provided expert tax consultation for IPOs, foreign business ventures, high net worth individuals,
publishers and high-technology development/manufacturing companies.
PEAT MARWICK MITCHELL & CO., Los Angeles, California
1978 to 1980
Staff AuditodSenior Auditor

Planned a n d supervised audit engagements for clients in the manufacturing a n d entertainment
industries.
EDUCATION & CERTIFICATIONS:

Masters in Business Taxation, University of Southern California, 1985
Bachelors in Economics (Magna Cum Laude), University of California, 1978
Certified Public Accountant, 1980
California Real Estate Broker License, 1981
References Prouided Upon Request
Resume Samples
147
JILL CLARKE
2514 Tree Line Drive
Cherry Hill, New Jersey 07896
(609) 654-8572
REAL ESTATE INDUSTRY PROFESSIONAL

Property Management /Leasing /Marketing / Tenant Relations
Twenty years experience in commercial and residential real estate. Consistently successful in increasing revenues,
occupancy and income through expertise in building tenant relations and responding to tenant needs. Extensive
qualifications in property/site renovation and construction, multi-year competitive leasing, multi-site property
management and cost control/reduction. Outstanding communication and interpersonal relations skills.
Broker of Record / Property Manager
US1 PROPERTY MANAGEMENT, INC., Clifton, New Jersey
Portfolio:
1992 to Present
163,000 squarefeet ofprime ofice space in a 3-building complex on 9 acres with large parking Lots and
extensive Landscaping. Asset value of $13.J million.
Recruited as the Senior Broker and Property Manager with full P&L responsibility for the entire
portfolio. Scope of responsibility includes daily operations management, marketing, leasing, construction, renovation, tenant relations, tenant retention, collections, outsourcing, contract negotiations,
purchasing, ADA compliance, monthly financial reporting and general office/administrative affairs.
..
.
Increased occupancy from 29% to 73% in less than three years.

Negotiated a 10-yearcontract with Linens & Things for corporate headquarters operation. Instrumental in negotiation of long-term (minimum of 5-year), high-yield leases with McGraw Hill/
Dodge, New York Life/Sanus, and numerous other corporations.
Managed $1.5 million renovation with responsibility for the entire project cycle, from initial
consultations with architectddesigners through bid and contract award to project planning, scheduling, costing and on-site supervision. Delivered project on-time and within budget.
Planned and directed implementation of fiber optic cables in partnership with New Jersey Bell to
ensure the latest in telecommunications technology for tenant companies.
Negotiated outsourcing contracts for facilities maintenance/repair, janitorial services and property
security. Consistently reduced expenditures while increasing quality and tenant satisfaction.
Vice President / Broker of Record / Property Manager

THE JCAMSON CORPORATION, Englewood Cliffs, New Jersey
1991 to 1992
Portfolio: 230,000 square feet comprised of 3 ofice buildings and 11 luxury garden apartment complexes. Asset
value of $200 million.
Led the successful turnaround of the portfolio to meet investor and owner financial objectives. Held
full responsibility for leasing, marketing, construction and renovation, tenant relations, cash flow
management, financial reporting, ROI analysis and general administrative affairs. Spearheaded a highprofile marketing and public relations initiative to upgrade tenant quality. Directed staff of 30.
Increased occupancy by 25% despite overall downward trend of real estate industry. Personally
negotiated and closed over $750,000 in commercial leasing commitments within last six months.
Managed a large-scale renovation to upgrade the facilities, properties and common areas of the
portfolio as part of the initiative to increase tenant retention and improve market competitiveness.
Negotiated and directed all maintenance and improvement work including electrical systems,
HVAC conversions, elevators and grounds.
100 W i n n i n g Resumes for $1 OO,OOO+ Jobs
148
JILL CLARKE
Page TWO
Association Manager
HILLS VILLAGE MASTER ASSOCIATION, Bedminster, New Jersey
Portfolio:
1988 to 1991
153-acre, 1492-unit Association with 4000-i- residents. Asset value of $4.5 million.
Managed a master community association for one of the largest planned urban developments (PUD)
in the U.S. Established policies and procedures, developed organizational infrastructure and created
cooperative working relationships between home owners, builders and investors.
Launched a massive and successful public relations initiative (including Association TV channel)
to expand communication between Association leadership and owners.
Personally negotiated and resolved a number of issues negatively impacting the Association, the
owners and the PUD. Created definitive documents to educate owners regarding Association rules
and responsibilities to enhance quality of life.
President / Broker / Managing Partner / Property Manager

BERGER MANAGEMENT COMPANY, Montclair, New Jersey
1979 t o 1988
As President of The Berger Group, represented sellers, buyers and investors in commercial real
estate sales transactions totalling several million dollars. As President of Berger Management
Company, held full P&L responsibility for the leasing, marketing and management of 2500 residential
and commercial units at 12 properties throughout the region.
Broker / Residential Manager / Sales Representative

LEO, DIAZ AND PICA, Bloomfield, New Jersey
1971 to 1979
Brokered, marketed and leased residential and light commercial properties.
EDUCATION & PROFESSIONAL CERTIFICATIONS:

Certified Property Manager (CPM) Candidate, Institute of Real Estate Management, Current
Real Property Administrator (RPA), Building Owners and Managers Association, 1993
Registered Property Manager (RPM), International Real Estate Institute, 1993
Certified Real Estate Brokerage Manager (CRB), National Association of Realtors, 1985
Graduate Realtor Institute Designation (GRI), Bergen Community College, 1973
Licensed Real Estate Broker, State of New Jersey, Since 1975
National Association of Corporate Real Estate Executives (NACORE)
Building Owners and Managers Association International (BOMA)
Institute of Real Estate Management (IREM)
Industrial and Commercial Real Estate Women @CREW)
International Real Estate Institute (IREI)
Community Association Institute (CAI)
Property Owners Association of New Jersey (POA)
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ANN MARIE WASHINGTON

243 Front Road Apt. ##45
Knoxville, Tennessee 64476
(423) 976-8748
CAREER OBJECTIVE:
Challenging Laboratory Research / Research Management position with a high-growth pharmaceutical or biotechnology company committed to pioneering research and product development.
SUMMARY OF QUALIFICATIONS:
Well-qualified and technically-proficient Research Scientist with more than five years
laboratory experience and strong academic qualifications. Expertise in molecular diagnostics and
microbiology, lab and field research, data collection/analysis and project management.
Substantial experience in sophisticated research techniques and technologies.
Strong planning, organizational and communications skills. Extensive experience working with crossfunctional engineering, scientific and research teams.
Clinical Laboratory Skills:
DNA purification, cloning, restriction enzyme analysis, PCR,

transformation, gel electrophoresis, Western/Southern and slot
blotting, plantlanimal tissue culture, ELISA, colorimetric assays and
radioactive materials managementlcontrol.
Computer Technology:
Excel, PowerPoint, Designer, SigmaPlot, Word, database applications

and lnternet tools.
EDUCATION:
Master of Science Degree / Major in Environmental Toxicology, July 1995
UNIVERSITY OF TENNESSEE, Knoxville, TN
Masters Thesis:
Bioavailability of Dissolved Organic Carbon in Surface Water by Surface

and Subsurface Environmental Bacteria
Bachelor of Science Degree / Major in Biotechnology, May 1991

ROCHESTER INSTITUTE OF TECHNOLOGY, Rochester, NY
Associate of Applied Science Degree / Major in Chemistry, May 1988
DUTCHESS COMMUNITY COLLEGE, Poughkeepsie, NY
1994 to Present
Laboratory Research Assistant
UNIVERSITY OF TENNESSEE (Center for Environmental Biotechnology), Knoxville, TN
Work in cooperation with a multi-disciplinary scientific and research team involved in the
investigation/development of long-term strategies for the development of biotechnology
systems for hazardous waste remediation. Utilize leading edge microbiological and molecular
diagnostic techniques, procedures and technologies.
100 W i n n i n g Resumes for 5100,000+ Jobs
150
ANN MARIE WASHINGTON
Page Two
UNIVERSITY OF TENNESSEE (Continued)

Analyze lab strain bacterial DNA and develop efficientlcost-effective methods for their rapid
detection and impact upon the bacterial ecosystem. Currently working on the construction of a
chromosomally integrated tod-lux gene fusion to develop an improved bioluminescent reporter
strain for process monitoring and optimization of cometabolic TCE degradation.
Graduate Researcher
1993 to 1994
OAK RIDGE NATIONAL LABORATORY / UNIVERSITY OF TENNESSEE, Oak Ridge, TN
Planned and conducted a series of microbiology and bioremediation research projects to gather
data for Master's thesis. Directed experimentation, data analysis and results reporting over a 20month period.
Focused research on the analysis of subsurface heterotrophic bacteria, its ability to metabolize
dissolved organic carbon in surface water, and its effects on the cometabolization of organic
pollutants.
Pharmaceutical Research Intern
BRISTOL-MYERS SQUIBB COMPANY, Syracuse, NY
1989 to 1990
Worked in cooperation with multi-functional product teams developing pharmaceuticals. Utilized

sophisticated chromatographic and transfer system technologies to purify and quantify proteins
used in various product development programs. (Summer 1990)
Participated in high-level research and toxicity analysis of antiviral drugs on murine
hematopoietic progenitor stem cells. (Fall 1989NVinter 1990)
Research Intern
1987 to 1988
IBM CORPORATION, East Fishkill, NY

Collected and analyzed water and air samples from solid state chip and electronic manufacturing
facilities to determine composition of organic compounds, heavy metals and other characteristics.
Operated within a stringent regulatory environment.
PROFESSIONALACTIVITIES:
Affiliation
Member, American Society for Microbiology
Public Speaking
Invited Presenter, "Comparison of the Availability of Dissolved Organic

Carbon," slide presentation at the 94th General Meeting of the American
Society for Microbiology, Las Vegas, May 1994
Military Service
U S . Army National Guard (1985 to Present). Graduate, Officer Candidate

School. Graduate, 15+ hours of management training. Earned six promotions
within 10 years and numerous commendations.
PERSONAL PROFILE:
Born June 1, 1967. U.S. Citizen/Resident since 1974. Multilingual
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WILLIAMMRHAELBROWN
349 Riverbend Road
Hackensack, New Jersey 09874
(609) 654-6887
OBJECTIVE
Seeking a management opportunity with a high-tech corporation in need of expert scientific knowledge
to advance product development, accelerate business diversification,direct regulatory affairs and reduce
potential risk/liability.
PROFESSIONAL PROFILE
Scientist / Researcher / Consultant with extensive qualifications in advanced technology, biotechnology and pharmacology for Johnson Er Johnson, Bristol-Myers Squibb, NIH and world-renowned health
care institutions. Transitioned career from advanced scientific and medical research to current focus on
ethical and legal affairs associated with sophisticated technologies and medical devices.
Strong technological, research, project management and product liability litigation experience. Published
Author and Public Speaker. B.Sc. and Ph.D. Degrees. Pending award of M.B.A. and J.D. Degrees.
Scientific Consultant Pharmaceutical and Medical D e v i c e s

SILLS CUMMIS RADIN TISCHMAN EPSTEIN & GROSS, P.A., Newark, N J
1994 to Present
Retained by Senior Partner to provide scientific expertise and research skills in the areas of pharmaceutical and medical devices product liability, regulatory affairs and medical malpractice.
Bristol-Myers Squibb. Member of an exclusive national scientific research team providing
guidance and backup for the legal teams representing client in hundreds of breast implant litigation
cases. Review transcripts of depositions, trial testimony and interrogatories of expert witnesses and
attending physicians in similar litigation cases to extrapolate relevant data and favorably position
BMS. Prepare expert witnesses for depositions and trials. Prepare cross-examination outlines and
briefing books. Research, analyze and report on scientific papers, statements and documentation.
Utilize Westlaw, Dialog, Medline, Lexis/Nexis and WWW on-line research systems.
NOTE: Manage full-time law firm responsibilities concurrent with pursuit of M.B.A. a n d J.D. degrees.
Postdoctoral Fellow I m m u n o g e n e t i c s Laboratory

MEMORIAL $LOAN-KETTERING CANCER CENTER, New York,
NY
1993 to 1994
Led an advanced research project on the immunogenetic characteristics and factors influencing the
success of bone marrow transplantation.
Postdoctoral Fellow Biological Research Laboratory

JOHNSON & JOHNSON, Raritan, N J
1992 to 1993
Completed two advanced biological research studies through a funded research fellowship at JGJs Skin
Biology Research Center.
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WILLIAM MICHAEL BROWN
- Page Two
Research Fellow in Neurology / NIH Visiting Fellow

HARVARD / BRIGHAM C WOMENS HOSPITAL 1 NIH
1991 t o 1992
Joint appointment between Harvard Medical School, Brigham & Womens Center for Neurologic Diseases
and the National Institutes of Health t o investigate neurological factors impacting Alzheimers Disease.
EDUCATION
J.D., New York Law School. Expected graduation in 1998.
M.B.A., Farleigh Dickinson University. Expected graduation in 1997.
Ph.D., University of Southampton, England, 1991. Clinical Neurological Sciences.
B.Sc., University of Southampton, England, 1988. Biochemistry E Chemistry.
Rdvsaced Scientific Zkaining a t leading universities, biological laboratories a n d technology
institutes in the U.K., Sweden, Germany, Spain and Italy.
HONORS. AWARDS & NOTABLE DISTINCTIONS

New York Law School Law Review (1995 t o 1996)
lrving Mariash Scholarship ( 1994 to 1996)
NIH Visiting Research Fellowship (1991)
G.A. Kerkut Prize for Biochemistry (1988)
Wellcome Trust Research Scholarship ( 1987)
PROFESSIONAL AFFILIATIONS
American Management Association
American Assn. for the Advancement of Science
American Society for Quality Control
American Chemical Society
Regulatory Affairs Professional Society
Drug Information Association
International Society of Pharmaceutical Eng .
Royal Society of Chemistry

New York Academy of Sciences
Biochemical Society
Society for Clinical Trials
American Assn . of Pharmaceutical Scientists
Institute of Biology
Royal Microscopical Society
PUBLICATIONS
Author/Co-Author of 20-t journal articles and invited reviews, published in journals including the Journal
of Biological Chemistry, Cell, European Journal of Biochemistry, Biochemistry, Journal of Immunol-
ogy a n d BioEssays. Co-Author of a major monograph regarding the blood protein Fetuin, published in
1995. Full listing provided upon request.
Resume Samples
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PHILLIP NEWTON
643 The Marshlands
Hilton Head Island, South Carolina 64731
(805) 647-1316
Resort Operator with successful career in Real Estate Sales 81 Marketing.

Operated Private Equity and Semi-Private Country Clubs Nationwide.
Dynamic management career leading successful start-up, turnaround and high-growth resort and real estate operations nationwide. Combines expertise in strategic planning, sales, marketing and property development with an
excellent track record in operations and P&L management, staffing and project coordination. Delivered strong and
sustained revenue, asset, portfolio and profit gains within highly competitive markets. Bilingual English and Spanish.
General Manager of the Year for Club Resorts (1993).
Gubernatorial Appointment as Chairman of the Arizona State Tourism & Recreation Commission (1992-93)
Certified Hotel Administrator (1992).
President
LONDON DOWNS, Hilton Head, South Carolina
1995 to Present
Promoted from Shangri-La by joint venture investment group (CCNMelrose). Challenged to lead this
350-acre residential community with 18-hole Weiskopf/Morrish golf course through recapitalization,
sales and marketing to final sell-out with projected revenues of $24 million. Responsible for operations
and P&L including the development and marketing of riverfront and oceanfront lots targeted to an
upscale clientele nationwide. Direct a staff of 40.
Currently marketing equity memberships in affluent golf club projected to generate an additional
$7 million in revenues at close-out. Finalized membership documents, authorized by-laws and
regulations, and spearheaded initial market launch.
Negotiated lines of credit with regional banking institutions to fund development of speculative housing product line.
Reengineered core marketing and management processes resulting in 15% cost reduction.
Created a successful property owner referral and incentive program.
Currently finalizing planning stages of a limited partnership offering for a 7600 sq. ft. private clubhouse
scheduled for construction in the Summer of 1997. In addition, completed planning development of
tennis courts, pool, housing products and a high-end condominium project.

SHANGRI-LA RESORT, Phoenix, Arizona
1990 to 1995
Recruited as General Manager to rebuild, revitalize and transition this property (800 acres with 400
lodge rooms, condominiums and private residences, conference facilities for 2000, and two 18-hole
championship golf courses) out of bankruptcy and return to profitability. Finalized multi-million dollar
refurbishment a n d complete reengineering of the entire organization, all sales a n d marketing
programs, development, construction and operations. Led a team of 400 employees.
Achieved turnaround objectives, reversing $1 million loss. Delivered $It million profit in two years.
Identified opportunity, structured and negotiated joint venture with major development company
with initial phase projected at $16 million in revenue; phase two at $55 million.
Developed fractional fee project for golf course property to accelerate property sales.
Renegotiated permanent property loan and saved 2 % in annual interest expense. Successfully
converted balance sheet loans to equity during loan restructuring.
Promoted to Vice President. Authored real estate development and marketing plan.
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PHILLIP NEWTON Page Two
Executive Vice President & General Manager Fairfield Glade

FAIRFIELD COMMUNITIES, Knoxville, Tennessee
1988 to 1990
Senior Operating Executive with full P&L responsibility for a diversified real estate and resort property,
including lodge, country club, four golf courses, two full-service restaurants and 300t residential units.
Created strategic marketing, business and operations plans for the entire property, rental program and
real estate operations (e.g.,lots, construction, timeshare and residential home construction). Serviced a
membership of 20,OOOt owners, timeshare tenants and guests. Led a team of 750 employees.
Increased operating profits by 6% despite downward economic trends within the real estate industry.
Created high-profile sales and marketing campaigns to gain competitive advantage.
Authored and instructed training programs in real estate, sales and resort management.
Promoted to Corporate VP of Operations in six months to facilitate introduction of similar programs,
services and operations throughout Fairfields nationwide real estate and resort communities ($60
million division 1.
Senior Vice President Acquisitions

FIRST RESORTS, INC., Telluride, Colorado
1985 to 1988
Dual responsibility for the sale/marketingof property management contracts to owners, developers and
investors, and for the operating management of a $75 million portfolio of resort properties.
Structured, negotiated and closed $6.5 million in contract acquisitions.
Authored operating and marketing plans for complex turnaround resorts and associations.
CO-developed real estate properties in the U.S. and Mexico, guided developers in preparing/closing
financing documentation, and redesigned core business processes to reverse losses and accelerate
revenue gains.
Vice President Operations

MILES & COFFEE, Bangor, Maine
1984 to 1985
Senior Operating Manager of 220-room Sheraton Hotel with 20,000 sq. ft. of conference space. Developed new, 265-room Ramada Hotel ($19 million project) with full responsibility for staffing, start-up
operations and grand opening marketing/promotions. Key participant in several other large development and acquisition projects.
Senior Vice President Operations

C.E. PROPERTIES, New Orleans, Louisiana
1981 to 1984
Planned, budgeted and directed more than 12 renovation projects of hotels, resorts and condominiums
owned and operated by this $100 million real estate syndicator. Managed acquisition projects,
structured limited partnerships, and prepared/executed operating and marketing plans.
EDUCATION:
Business Administration - University of Akron
Graduate - Disney Approach to Quality Service
American HoteVMotel Association (National Committee for Environmental Affairs)
Board of Directors, Arizona Hotel/Motel Association
Board of Directors, State Chamber of Commerce
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ROBERT JACKSON
432 Jefferson Pike
Alexandria, Virginia 23455
(703) 647-6137
~
~~
RETAIL SALES & OPERATIONS MANAGER

Building & Managing Multi-Site, High-Growth, High-Profit Operations
BOAT / US. RETAIL DIVISION, Alexandria, Virginia
1991 to Present
Fast-track promotion through a series of increasingly responsible sales and sales management positions with
one of the nations largest marine products retail corporations. Aduanced rapidly based upon consistent
increases in sales growth, profit improvement, merchandising, advertising and customer servicelsatisfaction.
Introduced a number of sales and operating strategies, procedures and programs that have subsequently
been adopted throughout the corporation (e.g., SKU numbering system for ease in stock location, add-on
sales promotions, project sales concepts), each of which has contributed to significant revenue improvement. Played a key management role in the planning, staffing and start-up of seuen new retail stores
nationwide. Position highlights include:
Manager Atlanta Marine Center (1993 to Present)

Senior Sales and Operations Manager with full P&L accountability for a 10-employee, 10,000 square
foot retail center. Scope of responsibility includes personnel recruitment and training, employee
scheduling, sales, merchandising, product management, pricing, advertising, customer/member
services, general accounting, budgeting, financial reporting and facilities management.
Led the store through a critical and long-term computer conversion that adversely effected
operations. Successfully directed sales and customer service functions despite administrative
turmoil, introduced improved management practices to offset negative impact, and consistently
outperformed previous year financial results.
Brought store from #19 in overall performance (sales and gross margin) to #5 within one year.
Delivered sales of $1.9 million and profits of 3.7% over previous year.
Ranked ## 1 in the district (7 stores)for new member development, dollars per transaction, increase in
gross margin and largest increase in sales for special incentive programs. Consistently ranked in the
top five in the nationwide chain (34 stores).
Reduced inventory shrinkage from $40,000 in first half of 1993 to less than $19,000 in second half
through introduction of stringent product control, internal security and documentation procedures.
Manager Los Angeles Marine Center (1992 to 1993)

Promoted to direct the start-up and subsequent management of the companys first-ever retail sales
operation on the West Coast. Responsible for initial market penetration, gross margin performance,
sales growth, expense control and inventory/productmanagement.
Brought store from start-up to $800,000 in sales within first year. Second year projections
forecasted at $1.6 million.
Consulted regarding the opening, staffing and advertising for two new West Coast start-ups.
Received a commendation from the U.S. Coast Guard Auxiliary for contributions to boating safety.
156
ROBERT JACKSON
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BOAT / U.S. RETAIL DIVISION (Continued):
Assistant Manager Chicago Marine Center (1991 to 1992)

CO-managed the chains newest and largest retail operation (12,000 square feet with 18 employees).
Instrumental in positioning the store for the most successful grand opening in the companyshistory with
first day sales of $123,000 (projections of only $60,000).
Achieved annual sales goal of $1 million within first 53 days of operation.
Appointed to Special Projects Team that opened two new store locations within 10 days (from shell
to full-scale operation).
Sales Associate / Assistant Manager in Training / Assistant Manager (1991)

Recruited as a Sales Associate in Atlanta. Promoted within 30 days to Assistant Manager in Training and
within next 30 days to Assistant Manager responsible for personnel, scheduling, shipping, receiving,
merchandising and in-store retail sales operations.
Previous Professional Experience (1988 to 1991) included positions in outside sales for a professional
services company, trust administration for a large commercial bank, and customer/member relations with an
exclusive private club.
EDUCATION:
BBA / Major in Marketing / Minor in Advertising, 1988
GEORGIA SOUTHERN COLLEGE, Statesboro, Georgia
References Prouided Upon Request
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157
RICHARD K. DILLARD
959 Fifth Avenue
(212) 874-6416
Technically astute R i s k Management Professional with expert qualifications in strategic risk financing strategies and management plans. Delivered strong and sustainable cost reductions while expanding coverages,
maximizing premiums, reducing exposures and limiting liabilities. Talented negotiator and team leader with
substantial contributions in problem solving, decision making and crisis management. Top-level advisor to
executive operating, management, financial and legal teams worldwide.
METLIFE INSURANCE COMPANY, New York, New York
1991 to Present
(Diversified insurance. financial services and real estate corporation with $ 1 80 billion total assets)
Mananer
o f R i s k Manaaement
Led MetLifes Risk Management Organization through a period of significant internal change and
reorganization to modernize, upgrade and enhance capabilities. Introduced leading edge information technologies to automate processes and expedite workflow. Designed training programs to
enhance employee competencies and strengthen professional culture.
Scope of responsibility is diverse and includes strategic planning functions, technical operations,
contract negotiations and renewals, automation, budgeting and staffing. Manage insurance for
300 company owned properties valued at $13 billion and for an additional $14 billion in
mortgaged properties. Control $8 million in annual claims and litigation costs.
Transformed Risk Management from a white tower function into a participative management
culture and proactive business partner to Human Resources, Safety and Operations.
Created template insurance requirements subsequently implemented throughout the entire
corporation by MetLifes legal and operating units.
Introduced a construction wrap-up program and innovative safety program that captured $4
million in cost savings on a $200 million renovation project.
Pioneered innovative and expense reducing insurance programs and coverages including ownercontrolled program for asbestos abatement liabilities, pilot program to integrate foreclosed
properties, and several post-injury/return to work programs.
Structured and formalized $35 million annual allocation system.
Performed complex due diligence for large corporate merger and planned/directed subsequent
risk management and financing programs.
SARASOTA COUNTY, Sarasota, Florida & LEE COUNTY, Fort Myers, Florida
1988 to 1991
R i s k Mananer
Directed property, casualty and employee benefit insurance programs for two large municipalities.
Scope of responsibility covered law enforcement, fire, parks, public transportation, utility, 91 1,
environmental services, Minnesota Twins Baseball Stadium and affiliated operations. Significantly
improved coverages, expanded limits and reduced premiums each consecutive year. Managed all
related litigation to successful conclusion.
Restructured each organizations $1 3 million annual budget on an actuarially sound basis.
Pioneered a proactive stance to safety management with designhnstruction of safety training
programs that consistently achieved regulatory compliance and reduced/removed exposures.
Directed all risk management functions and related contractual agreements for construction of
baseball stadium and $63 million bridge.
Modernized benefit plans with implementation of Section 125 pre-tax premium plan, cafeteria
plan and self-funded health plan.
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RICHARD K. DILLARD
Page Ifivo
SINGER CORPORATION, Stamford, Connecticut
1980 to 1988
(Diversified aerospace, automotive, furniture, gas meter, sewing products, simulator and tool manufacturer
with sales of $2.4 billion)
Director of R i s k Manauement (1988)

Manaqer of R i s k Management (1980 to 1987)
Senior Risk Management Professional directing risk financing and claims administration with $19.5
million annual budget for 23 domestic and 10 international manufacturing locations. Coordinated
contracts, leases and construction projects a s direct intermediary with management and corporate
legal counsel. Directed high-profile environmental litigation, acquisition and divestiture programs.
Supervised renewals for aircraft hull and liability, aircraft products, bonds, casualty, directors and
officers, key man life, marine, nuclear liability, political risk, products liability, property and travel
accident insurance. Travelled throughout the U.S. and Europe to manage carrier negotiations.
Instituted sophisticated off-shore risk financing vehicles (e.g., ACE, Tortuga 1 E 11) and
managed the corporations captive insurance subsidiary.
Researched, documented and recovered a $1 5 million property and business interruption claim.
Created global insurance program with a solid 30%reduction in annual premium costs.
Reengineered core business processes within the risk management function and reduced staffing requirements while maintaining productivity.
Rewrote corporate insurance manual, implemented premium reducing loss prevention
engineering recommendations, and drove development of company-wide safety policies and
regulations.
TECHNICON CORPORATION (Redon Subsidiary), Tarrytown, New York
1976 to 1980
(Multinational manufacturer of computerized blood analysis equipment with sales of $300 million)
Risk Manaqer
Recruited to launch the start-up of the corporations first Risk Management Department. Given full
autonomy for creating worldwide risk management program, administering corporate-wide
employee benefit/retirement plans, directing loss prevention and managing OSHA compliance.
Spearheaded an aggressive change management program. Redesigned employee loan
accounting, replaced pension plan trustee, negotiated profit sharing investment fund rates,
redesigned medical claims processing procedures and developed SPDs.
Guided executive management in the development of optimal risk financing techniques.
Appointed Chairman of the Products Liability and Corporate Safety Committees.
CHEMICAL CONSTRUCTION CORPORATION, New York, New York
1974 to 1976
(Wholly-owned subsidiary of General Tire Corporation)
R i s k Manauer
Designed and directed risk management programs with a $9 million insurance budget for 18 major
projects worldwide. Concurrent responsibility for additional $7 million insurance program for the
worlds largest foreign liquid natural gas construction project.
Created retro plan and reserve analysis audits yielding significant savings. Restructured
insurance broker network from 7 to 2 to reduce costs and improve coverage. Launched development and leadership of Corporate Safety Committee.
EDUCATION:
B.S., Finance (Magna Cum Laude
Graduate)
MARYMOUNT COLLEGE, Tarrytown, New York
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WENDELL BROWN
94034 Ranchers Way
Richardson, Texas 65448
(654)465-5441
EXECUTIVE SUMMARY:
SENIOR SALES & MARKETING EXECUTIVE
Advanced Information & Communications Technologies
Top-Producing Management Executive with more than 15 years experience directing
national sales, marketing and technical service/ support organizations. Combined
expertise in leading edge technologies, strategic marketing, tactical sales and key
account management. Outstanding record of achievement in complex account and
contract negotiations. Multi-channel experience leading both direct sales teams and
reseller networks nationwide.
1989 to Present
Director of Sales, Connectware, Richardson, Texas
Technoloaies:
Switches, Bridges, Routers, Hubs, Network Interface Cards & Network
Management Software
Retained by AMP Incorporated following their 1993 acquisition of Netronix and startup of Connectware. Challenged to build and lead a national sales organization of VARs
and system integrators marketing Connectware technologies throughout the commercial and government markets.
Hold concurrent management accountability for nine sales managers directing key
account relationships. Provide strategic planning and tactical support for major
account negotiations and closings.
Built Connectwares nationwide sales and marketing network to three national
resellers producing $5+ million in annual sales.
Delivered annual growth averaging 23% in a highly-competitive national market.
Championed the development and spearheaded the market launch of several new
technologies with cumulative revenues of $2 million annually.
Guided sales managers/ key account managers through several complex contract
negotiations and closings.
Vice President of Sales, Netronix, Petaluma, California
Technolonies: Bridges, Routers & Network Interface Cards

Recruited to build/lead a national sales and service/ support organization with three
regional managers, two support engineers, and a nationwide VAR and OEM network.
Built revenues to $3.5 million annually with average annual sales growth of 53%.
Captured an additional 7%in market share.
Developed national reseller and OEM networks from ground floor to 50+ accounts.
1983 to 1989
General Manager - National Accounts, Businessland Inc., San Jose, California
Technoloaies:
MIS Outsourcing
Promoted within the Businessland sales organization to launch the start-up of the
corporations first-ever technology outsourcing program. Created a turnkey business
unit supplying packaged workstations, LAN products, service and training to worldwide locations of major corporate accounts.
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MTENDELL BROWN
Page Two
General Manager - National Accounts, Businessland Inc. (Corztinued):
Developed the business infrastructure, wrote marketing plan, researched market

opportunities and developed account relationships. Led cross-functional project teams
from Businessland's technology, sales, service and support organizations in the development and delivery of client programs.
Built new business venture from start-up to $15 million in revenue in two years.
Structured, negotiated and closed customized outsourcing contracts with Chevron,
Bank of America, Transamerica and Safeway.
Established strong competitive position within this rapidly emerging market.
General Manager, Businessland Inc., San Francisco, California
Technologies:
PC Workstations, Service & Training
Managed a combined corporate and retail sales center marketing technologies throughout the Bay Area. Directed a staff of three line managers (Sales, Service, Administration) and 31 sales, technical, training and administrative personnel.
Built sales from $8 million to $14+ million with profitable key accounts throughout
the corporate and municipal markets.
Recruited and trained several of the top ranked sales associates in the corporation.
1981 to 1983
District Manager, Nixdorf Computer Corporation, San Mateo, California
Technolonies: AS/400 Compatible Mainframes, Data Entry Mini Systems, Banking

Terminals & POS Terminals
Full P&L responsibility for sales and branch offices in San Francisco, Denver, Seattle
and Sacramento. Directed a staff of three line managers (Sales, Support, Administration) and 15 employees.
Delivered 70%+annual revenue growth in increasingly competitive markets.
Personally negotiated and closed a $7 million sale (largest in Nixdorf's history).
1980 to 1981
Branch Manager, Pertec Computer Corporation, San Francisco, California
Technolopies: Large Data Entry Minicomputer Systems

Managed branch and saIes offices, key account relationships, new business development, technical support and sales recruitment/ training programs in San Francisco,
Sacramento and Denver. Directed a team of 15.
Ranked as the #I branch in the U.S. (35 total) with first year revenue growth of 3O%+.
Honored as the 1980 "Marketing Manager of the Year."
1969 to 1974
Previous Professional Experience in a series of increasingly responsible sales, marketing, branch management and national account management positions. Marketed
mainframes, terminals and printers throughout California, Colorado, Utah, Montana
and New h4exico.
Top Revenue Producer with IBM, Decision Data Computer Corporation and Northern Telecom Systems Corporation.
EDUCATION:
UNIVERSITY OF CALIFORNIA AT LOS ANGELES (UCLA)
MBA Candidate (completed first year), 1969 to 1971
MS Degree / Engineering, 1968
BS Degree / Engineering, 1967
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161
NORMAN SHWARTZ
839 Mountain View Terrace
Denver, Colorado 34 165
(303) 885-6548
SENIOR SALES, MARKETING & BUSINESS DEVELOPMENT EXECUTIVE

Strong Generi Mana~ementand PdU Management QuiWcatlons
Dynamic 17-year sales and marketing management career across broad industries, markets and accounts. Expert
qualifications in identifying and capturing market opportunities to accelerate expansion, increase revenues and
improve profit contributions. Extensive background in new product launch and product management.
Equally strong qualifications in financial planning/analysis, manufacturing and distribution operations management, human resources, training and development, administration, quality and change management. Excellent
team building, team leadership and interpersonal relations skills.
MOUNTAIN FRANCHISE, INC., Denver, Colorado
(Developer of Mountain Mike Restaurants)
1995 to Present
President
Challenged to launch an entrepreneurial venture, combining expertise in sales, marketing and
general business management. Successfully negotiated rights with franchisor for five business
locations throughout the Denver metro region. Researched specific areas throughout the region to
identify prime markets for acquisition and/or start-up.
Acquired first site in September 1995. Restructured service operations, implemented quality
standards, designed unique marketing and advertising campaigns, and achieved 20% revenue
growth over five months.
Designed and instructed sales and customer service training programs for all personnel.
Produced print, radio and television advertisements to expand market penetration.
BETTER LIVING COMPANY, Denver, Colorado
1994 to 1995
(Manuhcturer ofbiomagnetic devices and electronics technology)
President / Director of Sales h Marketing

Senior Executive leading the start-up of a new manufacturing and distribution company marketing
leading edge technology devices throughout emerging health care markets. Led company through
complex R8.D cycle, established manufacturing operations, recruited sales and marketing teams,
designed administrative infrastructure, and accelerated business start-up.
Transitioned business from concept to $750,000 in sales revenues within one year.
Created an innovative distributor sales and incentive program that drove revenue growth 120%
within six months.
Demonstrated viability of the technology, created the appropriate marketing and promotional
communications, and captured key accounts nationwide.
Designed all internal financial, budgeting, sales management, customer management, technical
support and operating policies and procedures.
Set-up a complete and fully-functional manufacturingfacility.
Negotiated sale of corporation to major competitor for significant return to investor group.
162
NORMAN SHWARTZ
DYNO NOBEL, INC., Denver, Colorado

($I billion Norwegian manulacturer)
1993 to 1994
Regional Sales 8. Marketing Manager / Product Manager
Recruited by executive management to revitalize Western U.S. sales distribution network a n d

facilitate n e w product launch throughout North America. Planned strategies a n d directed a team of
eight sales distributors generating $200+ million in annual revenue throughout t h e Western U.S.
Personally managed all key account sales presentations, negotiations a n d contract closings. Concurrently, led t h e market introduction of n e w products a n d technologies to 35 distributors throughout
t h e U.S. a n d Canada.
Achieved 12% revenue growth in o n e year to close 1994 at $225 million.
Increased market share by 20% against strong international competition.
Created marketing strategy for n e w product introduction a n d launched campaign that drove
$600,000 in n e w revenue within first year.
Ranked as a top business leader for success in virtually outplacing major competitor a n d positioning Dyno Nobel for strong, sustainable a n d long-term revenue/market growth.
PEABODY HOLDING COMPANY, Various Locations
($ I billion dollar diversifiedproducts manuhcturer)
1979 to 1992
Fast-track promotion from Industrial Engineer to Buyer to Senior Buyer to Purchasing Manager to:
Vice Presldent/Ceneral Manager - Sales 8. Marketing
Planned, implemented and directed all sales, marketing, n e w business development a n d customer
service/retention programs for a wholly-owned, $20 million manufacturing subsidiary. Directed a
field sales organization of seven.
Delivered 55% revenue growth within two years.
Realigned sales focus o n emerging growth markets nationwide, increasing profitability 26% a n d
IBlT to 100/0.
Introduced sales training a n d leadership development programs foot field sales team.
Restructured all sales administration a n d reporting processes to increase sales teams time to
sella n d further accelerate revenue growth.
EDUCATION:
B.S., Industrial Technology, Southern Illinois University, 1981
A.S., Mining Technology, Rendlake College, Illinois, 1978
Graduate of more than 1 0 0 hours of professional sales a n d marketing training.
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163
NINA EL DORADO
8547 Central Park West
(212) 984-5351

President/ Vice President/ Regional Director/ General Manager
Dynamic management career building market presence, establishing profitable businesses and driving
revenue growth throughout domestic and international markets. Combines general management, P&L
and operating management experience with core competencies in marketing, business development and crosscultural business management. Expertise in start-up, turnaround and high-growth organizations.
ESTEE LAUDER INTERNATIONAL,INC., New York, New York
1990 to 1995
Vice President/ Regional Director Asia/Pacific

Recruited by previous employer to return to the corporation and assume full P&L, operating and
marketing management responsibility for their fastest growing and most profitable business
region. Lived and worked in Hong Kong, Singapore, Sydney, Brussels and New York.
Accelerated market growth and built sales from $124 million to $300 million (130% gain).
Scope of responsibility includes 11 Country Managers/ General Managers, 3000+ employees and
operations worldwide. Portfolio included two large manufacturing facilities and complete sales,
marketing, MIS, human resources, distribution and administrative operations in all countries.
Delivered strong and sustainable revenue gains in all markets: Australia (55%),China (loo%),
Hong Kong (31%),Indonesia (150%), Korea (740%), Malaysia (39%),New Zealand (59%),
Philippines (50%),Singapore (29%),South Africa (67%),Taiwan (428%)and Thailand (201%).
Launched the start-up of operations in Korea and Thailand (transition from independent
distributor to affiliate), building total revenues to more than $24 million in four years. Steered
Korean affiliate through crisis involving government officials not favorably disposed to foreign
companies.
As Managing Director of Australian company (1991),rebuilt management team, and introduced
a series of productivity improvement and cost reduction programs. Managed worldwide press
relations and crisis communications resulting from critical product issues.
As Managing Director of Belgium affiliate (1990),restructured sales terms for significant profit
gain to local company, recruited replacement management team, and facilitated merger of three
markets into new affiliate.
Restructured trading terms for Hong Kong affiliate and saved $100,000 annually
Restructured discount programs to brand-driven rebates with the largest South African trading
partner. Resulted in a $300,000+annual cost savings to Estee Lauder.
164
NINA EL DORADO Puxe Two

CALVIN KLEIN COSMETICS CORPORATION, New York, New York
1987 to 1989
Vice President - International

Senior Operating Executive with full P&L responsibility for Calvin Klein Cosmetics International
Division. Led a team of 500 throughout the U.S., Canada and Europe.
Increased sales from $3 million to $13 million within first year.

Launched the start-up of Canadian subsidiary and achieved profit within first year.
Transitioned U.K. operation from subsidiary to affiliate to rejuvenate market penetration and
brought to profitability within first year.
Structured/negotiated with French company to manage distribution in Western Europe.
CHOCOLATERIE CORNE TOISON DOR USA, INC., New York, New York
1982 to 1987
President
Challenged to launch an entrepreneurial venture and build new markets throughout the U.S. and
Canada. Acquired exclusive distribution rights with famous Belgian confectionery and negotiated
leasing agreement in the Trump Tower. Established the entire operating infrastructure,
created order processing and distribution management policies, and launched high-profile
marketing and business development programs targeted to upscale, affluent consumers.
Built company from start-up to over $1.5 million in annual revenues (35%average growth rate).
Won placement in retail accounts including Neiman Marcus, Bloomingdales and I. Magnin.
ESTEE LAUDER INTERNATIONAL, INC.
1974 to 1982
Area Director Europe (1980 to 1982)

Promoted to revitalize and expand presence throughout nine major European markets for the
complete portfolio of Estee Lauder, Aramis and Clinique products. Challenged to identify and
capitalize upon opportunities to build revenues, increase earnings and outperform competition.
Directed a multinational business group with marketing and management expertise throughout multiple foreign markets/cultures. Drove sustained revenue growth.
General Manager - South Africa (1974 to 1980)
Recruited to build an organization for the manufacture, packaging and marketing of Estee Lauder,
Aramis and Clinique products throughout the South African market. Led project from concept
through site selection, operations start-up, market launch and accelerated growth.
Grew company by 830% with revenues increasing from less than $1million to $10+ million.
Achieved #2 industry ranking.
Increased prime store distribution by 500% through expertise in key account development,
relationship management and retention.
Planned and executed one of the most successful new product introductions in the history of
South Africa (Clinique).
Early Professional Experience:
Marketing Managerproduction Manager, Coty, Inc., South Africa
Assistant Plant Manager, Pfizer Laboratories, Inc., South Africa
EDUCATION:
HONORS:
CITIZENSHIP:
B.S., Pharmacy, Rhodes University

Whos Who of South Africa
U.S.A.
1969 to 1974
1967 to 1969
165
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PAUL REDPATH
854 Spring Garden
Placentia, California 98354
Home (310) 654-9897

Office (310) 381-9957
SENIOR SALES / MARKETING / BUSINESS DEVELOPMENT EXECUTIVE

Health Care Industry
Dynamic domestic and international marketing career spanning 63 countries worldwide. Expertise in identifying and capitalizing upon market opportunity to introduce new products, reposition existing product lines and
drive sustained revenue, market and earnings growth. Launched global introduction of 30+ products throughout career and negotiated high-profile partnerships with leading health care providers worldwide.
DENTSPLY INTERNATIONAL IMPLANT DIVISION, Encino, California
1995 to Present
(Manufacturer of dental equipment and devices)
International Business Director

Full P&L responsibility for all sales, marketing and business development programs for Dentsply
implant international operations. Direct international market development manager, international
sales/marketing coordinators, support staff and 40 distributors in 40 countries worldwide.
Challenged to reengineer existing marketing operations, refocus strategic plans and expand intercompany sales programs to accelerate revenue growth and improve competitive market position.
Transitioned international division from 15%below previous year to 15%over within first six
months to close 1995at $12 million in sales. Opened four new markets during first nine months.
Created a distribution partner evaluation process and model to identify top performers and
reengineer distribution network. Concurrently, introduced recognition and incentive programs
to further drive revenue growth.
Designed internal, performance-based incentive programs for Dentsply sales teams.
IOLAB CORPORATION (Johnson& Johnson Company),Claremont, California
1985 to 1995
(Manufacturer of ophthalmic devices, equipment and pharmaceuticals)
Director of International Business Development (1994 to 1995)

Directed worldwide marketing programs for the affiliate and its independent distributor networks
in 63 countries. Led market research, market planning, product launch, campaign management
and advertising/ promotions. Travelled worldwide.
Designed and implemented an international product support matrix process to standardize
and expedite product launches. Expanded communications structure between headquarters
and worldwide sales organizations to respond to specific marketing, advertising, regulatory
and promotional needs.
Established framework to develop a network of international product development champions
in Europe, Australia and Canada. Personally negotiated relationships with leading surgeons to
advance IOLABs product marketing and global launch initiatives.
Marketing Manager, Small Incision Devices (1992 to 1994)

Senior Management Executive responsible for the strategic planning and leadership of a global
marketing initiative for $50 million product line. Held collateral executive-level responsibility for
providing marketing direction for conventional cataract surgery implant product line (additional
$10 million annually in worldwide sales). Led cross-functional project teams responsible for
product development and market launch. Impacted markets in 63 countries on 5 continents.
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PAUL REDPATH
Page Two
IOLAB CORPORATION (Continued):

Directed the complete marketing programs for both product lines. Developed marketing plans,
prepared financial and product forecasts, analyzed competitor activity and market trends, and
created integrated campaigns (e.g., advertising, direct sales, direct mail, trade shows, promotions).
Negotiated patent licensure agreements and developed high-impact affiliate training/ support
opportunities.
Grew small incision device market share from less than 5% to 22.9% (5 points higher than
overall national share of all IOLAB products).
Launched the introduction of 15 new products which grew to 35%+of total surgery revenues.
Transitioned cross-functional strategic planning process from corporate to business segment
level for a substantial improvement in product development and marketing capabilities.
Formalized product line identificationprocess to create a standardized model for use throughout the corporation and all major operating divisions.
Developed and implemented a forecast by product segment process, reducing complexity,
expediting budgeting and saving substantial labor costs.
Spearheaded development of a product champion concept, negotiated alliances with leading
surgeons nationwide, and provided platform for product promotion and market expansion.
Product Director, 3 Piece Intraocular Lenses (1988 to 1991)
High-profile position leading the development, diversification, marketing and management of a
high-growth product line. Consulted with surgeons nationwide to identify their specific product
requirements and facilitated product development with manufacturing and engineering teams.
Authored marketing plans, business plans, sales forecasts and other management tools.
Led development and launch of 3 piece PMMA product line (now $15+ million in annual sales).
Introduced seven new product models for the Prolene line (additional $4 million in sales).
Streamlined product initiation process and forecasting model to reduce development cycle by
more than six weeks.
Created new hire orientation and sales training process.
Sales Representative (1985 to 1988). Increased territory from $10,000 to $90,000 per month.
Appointed as one of only 10 field sales associates to Sales Rep Advisory Board (internal focus
group providing critical direction for new product development, pricing and marketing).
3M CORPORATION, Nashville, Tennessee
1981 to 1985
Sales Representative - Dental Products. Built territory from $400,000 to $1.2 million in sales.
Exceeded quota by 20%+ per year. Sales Trainer for new hires.
EDUCATION: B.S., Mass Communications, Middle Tennessee State University, 1980

Medical Marketing Course, UCLA
Total Quality Management Training, IOLAB Corporation
Xerox PSS I1 & I11 Sales Training, 3M Corporation & IOLAB Corporation
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167
MARGARET WELLINGTON
2343 Kennedy Street
Arlington, Virginia 29771
(703) 644-9854
SENIOR SALES & MARKETING MANAGEMENT EXECUTIVE

Expert in New Business Deuelopment, Key Account Management & Account Retention
Top-performing Sales & Marketing Executive with 15 years experience building market presence and driving
revenue growth within highly competitive markets nationwide. Delivered strong and sustainable revenue gains
through combined expertise in organizational leadership, sales training and development, application selling and
customer relationship management. Natural communicator and team leader with strong motivational skills and
the ability to build, produce and succeed.
AT&T BUSINESS MULTIMEDIA GROUPWARE SERVICES
1990 to 1996
(Acquired Western Union Business Communication Services)
Regional Vice President - Washington, D.C.

Senior Sales & Marketing Executive with full P&L responsibility for the leadership of all business
development, account management and relationship management programs for AT&T business
throughout the Eastern U.S.,Central U.S. and Puerto Rico.
Scope of responsibility included six branch managers and a 100-person field sales and technical
support organization. Defined annual marketing and revenue goals, developed sales plans and
MBOs, created new profit centers and designed internal training and incentive programs.
Sales & Marketing Achievements

Led the region through a period of sustained growth and expansion with revenues increasing
from $35 million in 1990 to $ 6 0 t million in 1995. Delivered 50% revenue growth within
vertically aligned sales branches.
Developed and deployed business-wide methodology for revenue forecasting and goal attainment. Resulted in a 15%+ improvement in close ratio, 25%-30% annual revenue growth and
10% gain in market share.
Created alternative distribution channel (via resellers and agents) with 100% annual revenue
growth for three consecutive years.
Directed successful negotiations for 10 multi-million dollar customer accounts (e.g., Pepperidge
Farm, The American Red Cross, Morgan Stanley, State Street Bank, Tupperware, New York
Times, Carnival Cruise Lines, Intercorp/Cigna).
Organizational Leadership & Management Achievements

Devised innovative sales contests and incentives that drove $8 million in incremental revenue.
Spearheaded creation of career ladder concept focusing on certification for all account executives and technical support personnel.
Qualified over 60% of branch managers and account executives for AT&T Presidents Club.
Created a portfolio of first-time marketing strategies and sales programs to gain competitive wins.
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MARGARET WELLINGTON
Page Two
WESTERN UNION BUSINESS COMMUNICATION SERVICES
1981 to 1990
Fast-track promotion through a series of increasingly responsible sales management positions

delivering sophisticated telecommunications solutions to commercial and industrial accounts.
Career highlights included:
Branch Manager Washington, D.C. (1988to 1990)

Full P&L responsibility for the strategic planning, development, marketing, staffing, budgeting and
operating leadership of a 20-person sales, marketing and service organization. Marketed a
complete portfolio of teleprocessing services including E-Mail, EDI, voice and data communications.
Consistently exceeded revenue plan and qualified for three consecutive Pro Club awards.
Awarded the 1989 Top Branch Manager of the Year for highest sales performance nationwide.
Negotiated GSA contract and schedule for telecommunications services to expand Western Unions
penetration within the federal government market.
Branch Sales Manager Boston, Massachusetts (1987to 1988)

Led a team of eight sales professionals marketing complete telecommunications services, products
and technologies to high-end key accounts throughout New England. Full P&L responsibility for
revenue growth and performance.
Built sales by 15% within first year through introduction of application sales techniques and
associated training programs.
Pioneered innovative account management program integrating pre-call planning, objective
setting and relationship management strategies.
National Account Manager - Phoenix, Arizona (1985to 1986)

Independently managed sales, service and expansion of Western Unions largest commercial
account (American Express). Led cross-functional project, technical and sales team.
Built account revenue by $4 million and retained customer despite aggressive competition.
Qualified for Pro Club each year.
District Sales Manager - San Diego, California (1983to 1984)

Led a 10-person sales, marketing and service team managing customer relationships throughout
Southern California and Arizona.
Ranked # 1 in the Western Region for revenue growth. Qualified for Pro Club.
Account Executive - Los Angeles, California 81 Phoenix, Arizona (1981to 1983)

Ranked # 1in new business development. Qualified for Pro Club in 1981 and 1982.
EDUCATION:
BBA Degree, University of Iowa, 1980

MBA Program, AT&T Headquarters, 1992
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169
JOHN POWELL
4012 South 12th Street
Federal Way, Washington 55 124
(205)314-4731
SECURITY PROFESSIONAL
Fifteen years of increasingly responsible management experience as Criminal Investigator and Administrator. Combines strong field experience with excellent qualifications in departmental management, budgeting, resource allocation and reporting. Expert in law enforcement training and inter-agency relations.
Extensive experience in the U.S. and abroad. Hold direct responsibility for:
Asset & Personnel Protection
Emergency Planning & Preparedness
Crisis Response & Crowd Control
VIP Protection Services
Community Outreach & Education
Electronic Surveillance
Interviewing & Investigations
Fraud Investigation & Documentation
Discreet Surveillance
Tactical Field Operations
THE GENESIS CORPORATION, INTERNATIONAL, Marysville, Washington
1994 to Present
Founded and currently operate a n exclusive training firm specializing in security, leadership,
supervisory development and safety education for law enforcement agencies nationwide.
Completed numerous training engagements including presentations to 47 law enforcement
agencies throughout the State of Washington.
Currently pending certification with Police Officers Standards & Training Commission (POST).
EVERETT POLICE DEPARTMENT, Everett, Washington
1986 to 1994
Supervisor of Detectives (1992 to 1994)

Operations Supervisor (1989 to 1992)
Patrol Officer / Special Operations Unit (1986 to 1989)
Promoted rapidly through a series of increasingly responsible law enforcement and management positions in this 75,000-resident community. Earned several commendations for
outstanding service to the department and local residents.
As Supervisor of Detectives, challenged to reorganize and streamline the operations of a
detective section downsized in response to budgetary constraints. Restructured and

expanded operations despite shortage of fiscal and personnel resources. Managed all
property crime investigations for the department (e.g.,fraud, robbery, theft, burglary). Worked
cooperatively with other state and federal law enforcement agencies.
Conducted a large-scale investigation of welfare fraud throughout the State of Washington.
Reported findings to the State Capital and detailed specific actions to resolve abuse.
Resulted in $14 million savings to the State.
Designed, developed and instructed a series of community outreach programs designed to
increase resident knowledge of safety and security. Led hundreds of presentations to
fraternal groups, business groups, schools and non-profit organizations. Won the City
Employee of the Month award for training efforts.
170
JOHN POWELL -
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CITY OF GREEN RIVER POLICE DEPARTMENT, Green River, Wyoming
1982 to 1985
Narcotics Detective / Patrol Officer

Provided patrol/undercover surveillance in this 10,000-resident community and regional drug
trafficking center. Served a s Relief Watch Commander responsible for the operations bureau.
Designed and led training for narcotics and the tactical unit (SWAT).
Presented and lobbied before the Senate Subcommittee for successful passage of law
enforcement bill to protect the rights and lives of police officers.
MILITARY SERVICE:
U.S. NAVY RESERVES (1992 to Present)
Leadership position with an elite group of Naval Reservists supporting full-time, active duty
Naval forces worldwide. Secret Security Clearance (pending).
U.S. ARMY -ACTIVE DUTY (1975 to 1980)
Completed three-year tour of duty in Germany and tour at Fort Leavenworth, Kansas.
Prepared and administered multi-million dollar operating budget for 1600 enlisted personnel
and officers. Designed and directed implementation of a Professionalism Program, Equal
Opportunity/ Race Relations Seminars and numerous job training workshops. Honorably
discharged.
Won the 1979 European Soldier of the Year Award.
U.S. MARINE CORPS - ACTIVE DUTY (1967 to 1971)
Long Range Patrol Leader/ Reconnaissance Team Leader. Completed two-year tour of duty in
Vietnam. Honorably discharged.
MILITARY HONORS & AWARDS
Earned numerous military honors and awards for outstanding leadership skills and field
performance. A brief listing includes:
Naval Commendation Medal
Combat Action Ribbon
Vietnamese Service Medal (one silver star and two bronze stars)
Vietnamese Cross of Gallantry
Vietnamese Civil Action w/palm
Vietnamese Campaign Medal
Army Commendation Medal w/oak leaf cluster
Air Assault Wings
EDUCATION:
CENTRALWASHINGTON UNIVERSITY, Edmonds, Washington
Major in Public Administration (B.S.Candidate), 1992 to 1993
WESTERN WYOMING COLLEGE, Rock Springs, Wyoming
A.A. Degree in Law & Justice, 1984
Student of the Year Award, 1983
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171
DOUGLAS McDANIELS
938 Manassas Trail
Fairfax, Virginia 23754
(703) 232-64 13
~
~~
SENIOR OPERATING E MANAGEMENT EXECUTIVE

~ _ _ _
Dynamic management career building and leading successful corporations through complex start-up,
turnaround and high-growth cycles. Sixteen years of progressively responsible management and PGL
experience. MBA Degree. Fluent Spanish. Expertise includes:
Strategic Business Planning
Marketing E Business Development
Staffing E Management Development
Advertising, Promotions & Incentives
Quality G Productivity Improvement
Corporate Finance & Budgeting

Acquisition & Divestiture Negotiations
Multi-Site Operating Management
Cost Containment & Profit Growth
Customer Service G Retention
Defivered strong and sustainable revenue and profit gains within

hiBhfy competitive markets nationudde.
STEUART PETROLEUM COMPANY, Washington, D.C.
1988 to 1996
Vice President (1990 to 1996)

General Manager (1988 to 1990)
Senior Operating Executive leading this corporations largest division through tremendous
growth, from 10 operating locations generating $20 million in annual revenue to 7 8 locations
with revenues surpassing $1 50 million. Held full PGL responsibility, all strategic and business
planning functions, finance and budgeting, operating management, marketing, human
resources, MIS and administrative affairs.
Financiaf Achievements:
Delivered annual revenue growth up to 30%annually within a highly competitive market.
Launched an aggressive reengineering of existing operations to reduce costs, improve
service and accelerate profit gains. Reduced operating costs by more than 8%.
Orchestrated an aggressive acquisition program totalling over $1 0 million annually to fund
expansion and capital improvement. Personally led and/or participated in 57 acquisitions
during a two-year period.
Accelerated cash flow by more than $700,000 within just one year.
Operating Achievements:
Developed dynamic organizational infrastructure responsive to the constantly changing

market, financial and customer demands.
Created hig h-profile marketing, advertising, service and employee incentive programs critical
to the companys sustained growth cycle.
Spearheaded successful corporate culture change to partner operations with field sales
and improve customer service delivery. Created new positions and pioneered employee
process ownership, team building and participative management strategies.
Appointed to Executive Committee in 1991, providing strategic and operating support for
$500 million corporation.
NOTE: Negotiated sale of operating units to six buyers in 1996. Designed strategies to
position units, identified buyers, managed negotiations and closed transactions.
172
EXXON COMPANY USA, Houston, Texas
1980 to 1988
Fast-track advancement through a series of increasingly responsible management positions.

Promoted rapidly based upon consistent contributions to revenue and profit improvement.
Marketing Advisor
- HQ Staff (1987 to 1988)
Spearheaded nationwide marketing program to launch the development and introduction of

customer-driven service programs to improve Exxon's competitive positioning nationwide.
Led project from concept through extensive market research to development of all marketing, promotional and business development campaigns. Designed associated training
programs, incentives and fee structures to introduce throughout more than 5000 operating
units nationwide.
District Manager (1984 to 1987)
Senior Operating Manager with full PGL responsibility for 45 company-owned operating
locations throughout the Houston metro region. Challenged to improve customer retention
and gain market share within this well-established $100 million business. Led a team of 300
through five direct reports.
Delivered a 50% improvement in annual profit margins through a series of well-orchestrated staff reductions, renegotiation of key vendor contracts and introduction of a
number of operating efficiency/productivity programs.
Created a portfolio of top-producing customer promotions and employee incentives.
Guided corporate HQ in the evaluation of investment decisions and the selection of
specific sites for business expansion.
St ore Supervisor (1983 to 1984)
Directed a five-site, 70-employee chain generating $10 million annually. Scope of responsibility included multi-unit operations, human resources, budgeting, financial reporting,
marketing, advertising and customer service.
Marketing Analyst ( 1981 to 1983)
Transitioned expertise from field to corporate HQ to facilitate the automation and improvement of field and staff functions. Introduced fully-integrated MIS system and advanced order
entry technology.
Construction Maintenance Engineer ( 1980 to 1981)
Coordinated construction programs within a six-state region during a period of rapid growth
and corporate expansion.
EDUCATION:
MBA (Management), Loyola College, Baltimore, Maryland, 1983
BS (Civil Engineering), Drexel University, Philadelphia, Pennsylvania, 1980
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PETER CAVANAUGH
934 Old Mexico Trail
Albuquerque, New Mexico 55971
(915) 644-3221

Building Corporate Value & Increasing Corporate Earnings
Strategic Business Planning I Multi-Site Operations Management / Corporate Finance & Investment
Sales & Marketing Leadership I Human Resources I Negotiations I Worldwide Business Affairs
Results-driven Management Executive with 20 years experience leading successful start-up and high-growth
companies, acquisitions, divestitures and partnerships. Consistently successful in identifying and capitalizing upon
market opportunities to drive revenue and profit growth. Strong general management, P&L management, negotiations and deal making experience.
President
D3 IMAGE, INC., Santa Fe, New Mexico
1994 to 1996
Led start-up company through R&D a n d initial product launch of new digital technology for
non-traditional business markets. Positioned technology for commercialization and global market sale
throughout the printmaking and photography industries (global $5 billion industry).
Built initial operating infrastructure of the corporation, recruited technology team, spearheaded initial
marketing efforts, and identifiedklosed key sales agreements.
NOTE: Negotiated the profitable sale to the Vaughan Morgan Company of Dallas in October 1996.
President
DRI EQUITY CORPORATION, Kansas City, Missouri
1981 to 1994
Founded and managed a new commercial venture specializing in real estate development, construction
and property management. Built company from concept into a multi-million dollar enterprise. Scope
of responsibility was diverse and included:
Strategic Planning & Business Development

Authored strategic business, financial and marketing plans to facilitate company start-up, accelerate
market growth and strengthen financial returns. Designed operating policies and procedures for all
core operations.
Marketing & Business Deoelopment

Led the corporation through explosive growth and award of 2Ot major development contracts throughout the Midwest and California. Completed over $100 million in projects o n time and within budget.
Spearheaded innovative marketing, business development, sales and promotional campaigns to
gain competitive market advantage.
Lending & Investment Management

Structured and negotiated complex financing, investment and lending agreementslpartnerships with
financial institutions throughout the U.S., Canada, Germany and Japan. Built and managed longterm investment and partnership agreements with Shearson Lehman, E.F. Hutton and other leaders
within the financial services industry.
100 Winninn Resumes for 5100.000+ Jobs
174
PETER CAVANAUGH Page Two

DRI EQUITY CORPORATION (Continued):
Corporate Accounting & Finance
Designed and implemented budgeting, general accounting, project accounting, financial analysis
and financial reporting systems to meet the changing requirements of the corporation and individual
partnership agreements.
Human Resources Manaqement

Created all HR policies and management systems for 2Ot permanent employees and several
hundred subcontractors. Designed benefit and compensation plans, administered insurance coverages and developed recordkeeping procedures. Implemented incentive programs which consistently increased productivity, cost-efficiency and quality of operations.
ODerating Mananement
Developed and directed all general management functions, including purchasing, vendor sourcing,
legal affairs, external accounting and auditing, information technology, and administration.
Board Member / General Partner

FIRST CITIBANK, Olathe, Kansas
1981 to 1985
Member of a six-person investment partnership that applied for and received a new bank charter from
the State of Kansas Banking Commission in a highly-competitive award process. Facilitated complex
strategic, business, financial and market planning to launch start-up and build the organization.
Recruited senior operating team, established lending and credit policies, managed investment and asset
growth, and spearheaded marketing initiatives.
Instrumental in building the institution from assets of $1.5million to over $18 million within first two
years of operation.
President
FRONTIER REALTORS, Olathe, Kansas
1974 to 1980
Following college graduation, founded a real estate brokerage which grew to become o n e of the most
successful in the region. Personally recruited and trained 30t agents. Managed all marketing and
business development functions, sales, leasing, contract negotiations, financing and banking transactions. Designed operating policies and procedures, budgets, financial reporting and sales tracking
systems, and all general administrativelmanagement functions.
Built sales volume to more than $50 million annually and positioned Frontier as the #1 real estate
sales organization in the market.
NOTE: Negotiated the profitable sale to a well-established Kansas City brokerage in 1980.
PROFESSIONALACTIVITIES:
Member of the Board of Directors, Chairperson and/or Management Consultant with numerous for-profit
and non-profit organizations throughout career. A brief listing includes:
Chairman, Johnson County Safe Home Shelter
Member, President Reagans Republican Inner Circle
President, Johnson County Planning Commission
Board of Directors, Missouri Bank & Trust
Board MemberNolunteer, Kansas City Art Institute (Trustee for Fine Arts College), Kansas City Lyric
Theater, Childrens Mercy Hospital, Crippled Childrens Nursery School, Nelson Art Gallery.
EDUCATION:
Bachelor of General Studies Degree, University of Kansas, 1973
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JEFFREY COLLINS
9403 Overland Pass
Portland, Oregon 96884
(65 1) 648-65 15
SENIOR-LEVEL O P E R A T I N G & M A N A G E M E N T EXECUTIVE

Sales & Marketing I Global Expansion I Operations I Adminisfrafion I P&L Managemenf
Dynamic 20t year management career leading successful start-up, turnaround, transition and high-growth
corporations. Expert in identifying and capitalizing upon market opportunity to build revenue, capture key
accounts and outperform competition. Strong presentation, negotiation and transactional skills.
Strategic Pr Marketing Planning
Corporate Finance & Investment
Corporate Administration
Information Systems Technology
Acquisition & Divestiture Transactions

Multi-Million Dollar Buy/Sell Transactions
Engineering 8( Project Management
Regulatory 8( Legislative Affairs
Quality 24 Productivity Improvement
President & CEO

PACIFIC UTILITIES MGMT., INC.
1983 to Present
Led start-up company from incorporation to market success with over $57 million i n annual sales
revenues. Established presence in the U.S. and Pacific Rim as a pioneer in turnkey micro-utilityTM
services and trademarked new business market.
Hold full strategic planning, operating and P&L responsibility for tlie corporation. Accountable for
business planning and development, saledmarketi ng, engineering, technical services, admi nistration, finance, accounting, MIS and human resources. Direct large, multi-million dollar engineeredto-order construction projects.
Built relationships with major corporate customers, including Marriott Corporation, Hilton Hotels,
Westin Hotels, Kyocera Industries and Goodyear.
Personally structured, negotiated and closed a $48 million contract with additional $27 million
i n long-term service and operating maintenance revenues.
Developed 26 operating locations throughout the U.S. and Pacific Rim (total investment of more
than $95 million).
Transacted successful acquisition of a marginally profitable multiple services company. Structured and negotiated 100% stock buy-out using termed earned out strategy (allows seller to pay
based on long-term performance). Acquired company with no cash outlay, launched aggressive
reorganization, increased profitability from 5% to 27% and profitably resold i n less than one year.
Spearheaded tlie design and development of leading edge, real-time proprietary software to
optimize and automate operations, and directed installation throughout all company facilities.
Subsequently established systems consulting group and closed $4 million in customer contracts.
Negotiated the successful divestiture of $27 million in corporate assets.
Appointed Chairman of the 5-member Board of Directors in 1984.
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JEFFREY COLLINS
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Vice President Operations

CALIFORNIA EDISON UTILITIES, INC.
1981 to 1983
Recruited by CEO and given full P&L responsibility for the operations and market expansion of this
in transition diversified services company. Three-year old company had saturated its primary
market and revenues had stagnated. Launched a series of customer-driven products and services
that rapidly expanded market penetration and generated significant revenue growth.
Managed entire business and finance organization, all strategic planning, service design and delivery, sales/marketing, construction, engineering and senior project management functions. Concurrently, directed all financial, administration, regulatory and human resource affairs (90 employees).
Increased annual sales revenues from $600,000 to $6 million within first year.
negotiated and closed the companys first multi-million dollar sale.
Personally
Pioneered in novative product offer i ngs that effective Iy positioned com pany aga inst com petit ion.
Structured transaction and guided negotiations for the companys successful $7.5 million acquisition by a Fortune 500 corporation.
Earned equity position, full partnership and Boards of Directors membership.
Vice President & General Manager
THE SOLEDYNE CORPORATION, INC.
1979 to 1981
Recruited to plan and direct the turnaround and return to profitability of this state-of-the-art energy
technology and services company. Given full autonomy for reengineering the entire business
infrastructure, refocusing market penetration, implementing financial standards and controls, and
strengthening management team.
Surpassed all turnaround objectives and transitioned corporation from $25,000 loss to $350,000
profit within first year.
Launched a series of high-impact sales, marketing and business development programs that drove
revenues from $200,000 to approximately $1 million annually.
Positioned company for successful acquisition by Natkin Industries in 1981.
Earned equity position and full partnership.
Previous Professional Experience with The Pacific Telephone Company. Promoted rapidly through
increasingly responsible operating and senior management positions to final tenure as General Manager.
Directed business units with up to 1223 employees and multi-million dollar annual operating budgets.
Scope of responsibility included plant construction, engineering, purchasing, inventory control, safety,
security, quality control, union relationshegotiations, finance, training, customer service and all
budgeting, financial planning and financial reporting functions.
Travelled nationwide on public speaking tours to represent the company at shareholder meetings,
industry conferences, association conventions and other events.
Managed large-scale operations at nine Pacific Telephone subsidiaries nationwide.
EDUCATION:
SAN DIEGO STATE UNIVERSITY
Doctoral Candidate, 1972 to 1973
Bachelor of Science Degree, 1971
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FRED C . GIEGERTY
2579 Center Square Court
Baltimore, MD 20817
Email FGiegerty@prodigy.com
Home
Fax
Office
(410) 768-4734
(410) 768-9853
(301)202-7354
PRESIDENT / CEO / BOARD OF DIRECTORS

Cross-Functional Expertise / Cross-fndustryExperience
S tart-Up Ventures & High-Growth 0rganizations
Haruard University MBA Degree
Strategic Business/Profit Planning
New BusinesdMarket Development
Organization Design/Development
Advertising/Public Relations
Acquisition Management
Capital Raising & Financing
Investor & Shareholder Relations
INTERPLASTY, INC., Baltimore, Maryland
1993 to Present
Chief Executive Officer

Member of 5-person new venture team developing business plan for the start-up of a nationwide
network facilities providing revolutionary laser surgery. Selected by group as CEO to lead transition
from strategic plan through funding, staffingand operations start-up. Built organizational infrastructure,
developed strategic and tactical business plans, spearheaded nationwide marketing and business development initiatives, and guided corporation into a full-scale operation.
Raised $11 million in seed capital from 330 private investors to fund business start-up while
awaiting FDA approval.
Brought business from concept to $8.5 million in first year revenues with the start-up of 10
centers in 6 states and 70 employees. Currently projecting second year revenues of $18
million from 13 centers.
Negotiated sale of privately-held company to Canadian venture seeking expansion throughout
North America. Under contract with new company to facilitate ownership transition.
BROWN JOHNSON, Alexandria, Virginia
1988 to 1993
President / Chief Operating Officer (1988 to 1993)

Board of Directors (1986 to 1994)
Accepted full-time executive position (after three-year tenure on the Board of Directors) to lead this
advertising, public relations and direct marketing organization through a period of rapid growth and
expansion. Built a complete corporate infrastructure integrating accounting, finance, legal, information
systems, human resource and administrative operations.
Transitioned corporation from $1 million loss in 1988 to $3t million profit in 1993.
Negotiated and managed six major acquisitions, enabling company to grow from billings of
$250 million to $425 million within four years. Led diversification and/or complete reorganization of non-performing business units.
Introduced database technology as a viable tool for market research/segmentation. Built
business from start-up to $1 million in first year.
178
FRED C. GIEGERTY
THE RESEARCH GROUP, Chevy Chase, Maryland

(Management ConsuIti ng & Training Corporation)
1969 to 1988
Chairman / Chief Executive Officer / Board of Directors (1975 to 1988)

Project Director / Division Director / Chief Operating Officer (1969 to 1975)
CEO at age 29 with full P&L, operational and decision-making responsibility for the organization.
Directed the entire project management cycle, from initial planning and contract negotiations through
funding, development and field implementation. Managed corporate affairs including strategic business
planning, finance/accounting, budgeting, human resources, M E , legal affairs and administration.
Built corporation from 50 employees and $3 million in annual revenues to 250t personnel and
over $15 million in annual revenues (600%growth in both sales and profits).
EDUCATION:
MBA Degree, Harvard University Graduate School of Business Administration, 1968
BS Degree in Operations Research, Columbia University, 1966
PROFESSIONAL RECOGNITION:
Certified Management Consultant (CMC), Institute of Management Consultants.
Whos Who in America, the World, Health Care, Advertising, Finance & Industry, and the East.
Outstanding Young Men of America Award.
Published Author, The New York Times, The Washington Post, The New Republic and numerous
books, magazines and trade journals.
PROFESSIONAL AFFILIATIONS (past & present):

World Presidents Organization
Young Presidents Organization (Founding Chairman, Washington Metro Chapter)
American Association of Advertising Agencies
The Washington Board of Trade
Harvard Business School Club of Washington
BOARD OF DIRECTORS APPOINTMENTS:

Active leadership role in the start-up and/or executive leadership of diverse business ventures in the
high-technology, consumer products, bankinglfinance, transportation, advertising, market research,
economic development, human services and non-profit industries.
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COLLIN T. PRICE
3643 Vineyard Alley
Sacramento, California 98314
(415) 654-7547

Technologically-Sophisticated Start-up, Turnaround G, High-Growth Corporations
Talented Management Executive with 15+years experiencebuilding profitablemanufacturing, sales and service
organizations worldwide. Expert in identifying and capturing market opportunities, building international
alliances, and driving long-term revenue growth. Equally effectivein reorganizing, streamlining and strengthening existing operations. Team-based leadership style with excellent interpersonal skills.
ROMED RESEARCH & DEVELOPMENT, INC., Sacramento, CA
June 1995 to Present
President
Recruited to transition this company from medical technology R&D into a full-scale operating unit
with sales, marketing, administration, contracts, licensing, human resources and accounting/
finance functions. Currently working to facilitate transformation from a scientific laboratory into
a for-profit business venture. Within first six months:
Led companys successful launch into the U.S. and European commercial markets. Closed over
$500,000 in revenues with 1997 projections at $2+ million.
Negotiated several key marketing and manufacturing alliances with companies in the U.S.,U.K.
and Italy to deliver products into $2 billion global market.
B&G CHEMICAL, INC., Colorado Springs, CO
1985to 1995
PresidenVCEO
Senior Operating Executive with full P&Lresponsibility for the strategicplanning, development and
leadership of a $125 million, 2-division,privately-held,bio-medical manufacturer. Directed sales/
marketing, finance, human resources, R&D,manufacturing, MIS, purchasing, contracts,quality and
regulatory affairs. Managed a team of 700 employees through four vice presidents.
Led corporation through a period of rapid growth, from $5 millionin 1985to $125 million in 1995.
Accelerated R&D efforts and launched over 10 new products (accounted for 90% of revenue
growth). Returned annual net profits averaging 11%+.
Achieved IS0 and FDA certifications, implemented a successful TQM program, and led teams
through development of manufacturing process improvements to simplify methods, increase
productivity and improve net earnings.
Restructured the corporation into three distinct operating units and negotiated their profitable
sale to Bristol Myers Squibb, Dow Chemical and Warner Lambert.
ACUITY SYSTEMS, INC., London, England
1978 to 1985
Managing- Director - Europe & MiddIe East

Recruited to this $200 million manufacturer of medical equipment and technology to launch the
start-up of sales and service operations throughout Europe and the Middle East. Created organization from start-up into an BOO-employee manufacturing and sales division. Established business
infrastructure, sales and service network, recruited management teams, built multi-channel distribution networks and aggressively penetrated the international market. Held P&L responsibility.
100 Winnha Resumes for 9100.000+Jobs
180
COLLIN T. PRICE Page Two

ACUITY SYSTEMS, INC. (Continued):
Built division from start-up over $100 million in annual revenue. Positioned as the most profitable division in the company with annual margin contributions averaging 14%.
Established a sophisticated manufacturing operation in the U.K., and assumed complete general
management and P&L responsibilities for the facility. Achieved IS0 certification and approval
through complex European FDA regulatory procedures.
Captured over $1million in cost reductions through a series of process redesign and simplification procedures. Served as model for introduction at corporate manufacturing facility and
contributed an additional $1.5 million to the bottom line.
Personally negotiated $50 million contract with the Saudi Arabian Ministry of Health for the sale
of advanced medical equipment and technology. Delivered $25 million to net profit.
UNITED KINGDOM MEDICAL, LTD., London, England
(Merged with CCI Life Systems, Inc. in 1976)
1975 to 1978
President - CCI U.K. (1976 to 1978)

President / CEO - United Kingdom Medical (1975 to 1976)
Joined this $10 million medical technology and device company in 1975. Given full P&L responsibility for the entire manufacturing and sales/marketing organizations. Subsequently led merger
with U.S. based company and reorganization into a 1500-employee operating subsidiary, with $200
million in revenue.
Led the organization from $10 million to $200 million in annual revenues as a result of merger
and through an aggressive expansion within Europe. Delivered 10%net profit.
Achieved worldwide regulatory approval and launched the introduction of more than 10 new
products ($190 million in combined new revenues).
Negotiated the profitable sale of the corporation to Dutch medical technology company.
ALPHA MEDIX, INC., Pal0 Alto, California
1970 to 1975
Vice President / General Manager (1973 to 1975)

Vice President Marketing- & Sales (1970 to 1973)
Recruited to start-up medical equipment and device manufacturer. Launched four new products
through FDA regulatory approval, negotiated licensing agreements in Japan and Germany, and
established a global distribution network. Built company from start-up to $50 million in annual sales
with a global market presence.
HARLECO, INC., Philadelphia, Pennsylvania
1967 to 1970
Pacific Rim Director (1967 to 1970)

Regional Manager
(1967)
Sales Representative (1967)
Promoted from Sales Representative to Regional Manager to Pacific Rim Director within first year
of hire. Challenged to build and direct a multi-channel distribution system throughout Asia and
Australia. Won the 1967Excalibur Award for most productive global business region. Honored as
top sales producer, top regional manager and top international manager.
EDUCATION:
B.A., Business, Economics & Chemistry, Wichita State University
Wharton School/ University of Pennsylvania - Finance for Non-Financial Managers
Stanford University - Operations Management & Financial Analysis
Amos Tuck School of Business/ Dartmouth University - Managing in Hyper-Competitive Industries
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181
THOMAS ANDERSON
329 Prairie Wind
Omaha, Nebraska 43469
(642) 643-2113

Leading Edge Cable, Broadcast & Telecommunications Technologies
Distinguished management career in the delivery of sophisticated technologies to build market share, drive revenue
growth and outperform competition. Pioneered innovative operating strategies, broadcast productions, advertising
programs and public relations initiatives to build new revenue streams. Strong general management and P&L
management qualifications.
GHOSTOWN MEDIA GROUP, Omaha, Nebraska
1995 to Present
Principal
Founded and currently building an exclusive consulting group specializing in multi-media broadcast
operations, sales and marketing, business development, process reengineering, administration and
revenuelprofit growth.
Completed several engagements with a multiple system operator and regional broadcaster.
Currently spearheading the development, funding, technology and operations of pioneering broadcast and cable systems for nationwide implementation into emerging consumer market.
SKY CABLE TV, Omaha, Nebraska
1994 to 1995
General Manager
Senior Operating Executive recruited to transition this wireless cable television system from virtual startup into a major player within the local region. Given full autonomy for establishingoperating policies and
procedures, spearheading marketing and business development initiatives, recruiting professional staff
and building the organizational infrastructure. Full P&L responsibility.
Established Sky Cable as a viable entertainment alternative, delivered 400% growth in subscriber
base, and expanded coverage area throughout all of Omaha and parts of Western Iowa.
Achieved a sustainable competitive position against major hardware operators (e.g.,US.West, TCI,
Cox Communications)throughout the regional market.
Structured and negotiated agreement for the placement of a sophisticated transmitting facility atop of
the highest building in Nebraska. Accelerated market penetration and regional expansion.
STORER COMMUNICATIONS, INC.
1979 to 1994
General Manager Northwest New Jersey System, Port Murray, New Jersey (1984 to 1994)
Full P&L responsibility for the strategic planning, development, operation and management of 17 cable
franchises throughout Northwestern New Jersey. Challenged to resolve long-standing employee and
operating issues negatively impacting revenues, profits and growth.
Built revenues from $3 million in 1984 to $9.6 million in 1994. Increased subscriber base from 15,000
to 28,OOOt against major market competition. Expanded from 281 miles to 700 miles of hard line
and 218 miles of fiber optic transmission lines.
Transitioned average length of franchise contracts from 10 years to 17 years to further solidify market
positioning. Negotiated five 15-year contracts with automatic 10-year renewal clauses.
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THOMAS ANDERSON
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STORER COMMUNICATIONS, INC. (Continued):

Directed over $15 million in capital improvement projects with average 24 to 36 month ROI.
Negotiated exclusive regional broadcast coverage with major athletic conferences.
Spearheaded the successful development of several innovative programming, local advertising, public
relations, community outreach and customer service initiatives. Established Storer a s a visible and
contributing corporate citizen, and created several new profitable revenue channels.
Successfully negotiated and decertified union.
General Manager Central Minnesota System, St. Cloud, Minnesota (1981to 1984)
Directed a 6-franchise cable television station during a period of rapid growth and regional expansion,
from a small operation into a well-recognized, well-respected entertainment company. Accountable for
P&L performance, saledmarketing, advertising, human resource affairs, budgeting, capital improvement
and asset management.
Built subscriber base from 7200 to 13,000customers generating revenues of $1.2 million annually.
Delivered a 51% annual operating profit.
Pioneered Storers entry into the direct response market and created a $25,000 annual revenue
stream. Created model subsequently used by other Storer regions nationwide.
Successfully penetrated the commercial market and built to 3000t customers.
Negotiated and won broadcast contract with the Minnesota Vikings and several other professional
teams. Sold broadcast rights to other cable systems for sporting events and numerous other in-house
produced broadcasts.
Customer Service Representative Central Minnesota System, St. Cloud, Minnesota (1979to 1981)
Recruited to o n e of Storer Communications regional operating systems to build and direct a full-scale
customer service organization. Given full autonomy for establishing policies and procedures for sales,
marketing, service, credit and collections, accounting and internal audit.
Successfully completed assignment and promoted to General Manager of the operating system.
PREVIOUS PROFESSIONAL EXPERIENCE ( 1972 to 1978) in Advertising Sales, Broadcasting and

Broadcast Production. Employed with stations in Minnesota, North Dakota, Wisconsin and Illinois.
Consistently ranked as a top revenue producer closing millions of dollars in sales with local, regional,
national and multinational advertisers.
Instrumental in restructuring and refocusing sales department of one station following acquisition by
new ownership.
EDUCATION:
BROWN INSTITUTE, Minneapolis, Minnesota
Associate of Science Degree, 1973
DEPARTMENT OF THE ARMY
Leadership, Officer Development & Technology Training, 1969 to 1984
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WILLIAM HUNTER
394 Surrey Place, Flat 2
Avon Von Stratton
London,England
011-34-5-646-8625

Pharmaceutical & Health Care Industries
Dynamic management career, building top-performing business units throughout the U.S. and abroad. Captured #1
market share in Europe against rapidly emerging competition through expertise in:
Strategic & Business Planning
Product Development & Market Launch
Product & Market Positioning
ManagementTraining & Development
Headquarters & Division Operations
Profit Center Realignment & Reengineering

Strategic Partnerships & Alliances
Sales Team & Channel Development
Cross-Cultural Business Development
International RegulatoryAffairs
Fellow, Royal Society of Medicine, England

Board Member, World Business Advisory Council, Thunderbird University
MBA Degree, Seton Hall University
ALLERGAN, INC.
1989 to Present
Optical Director North West Europe (Special Assignment), England (1994 to Present)
Challenged to lead a $50 million business unit through a traumatic transition from a stable optical-driven
market with limited competition to a consumer/OTC-drivenbusiness with 10 new competitors in the first
year. Given full strategic, operating and P&L responsibility for complete profit center reengineeringand
market realignment. Provide hands-on leadership to a talented team of 50 field saledmarketing
professionals building market presence within seven European countries.
Achieved 1995 YTD profit targets and # I market share despite transition from ethical to OTC
distribution and rapidly emerging competition (reduced the value of each patient by 50%).
Realignedsales from product to customer/accountfocus and built grocery segment to 20% oftotal value.
Concurrently, negotiated creative partnerships, alliances and marketing incentives to retain ethical
customer base.
Exploitedthe presenceof private labellingto provideethical marketwith a clear competitiveadvantage.
Negotiated100% private label partnershipswith two of the three largest chains in the U.K. ($10 million
in revenues in 1996). Currently creating European-wideprogram for late 1997 launch.
Senior Vice Presidentof Marketing Europe, England (1991 to 1994)

Senior Operating Executive with full responsibility for building a European Marketing Headquarters
Organization. Integrated autonomous sales and marketing units with a centralized HQ function and
providedthe vision, strategyand action plansto achieve market positioning, improve new productflow, and
achieve revenue growth and earnings objectives for the entire European continent. Member of the
European Executive Managementteam.
Ledteam of 300+field sales, marketing,and supportpersonnel.Controlleda $105 millionannual operating
budget. Principal portfolio included optical, surgical, pharmaceutical and neurology products.
Delivered strong and sustainable revenue growth. Closed 1993 with $328 million in sales and # I in
market share for optical and neurological segments. Established a strong voice for the international
division within U.S. Headquarters.
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184
WlLLlAM HUNTER
Page Two
Revitalized the entire European Marketing Organization. Reengineered strategic planning process,
introduced market research and business development functions, realigned product portfolio and
transitioned to multi-function marketing teams. Improved financial performance in all key operations.
Advised Central European Management Team during development of initial strategic and market entry
plans for Eastern Europe. Authored marketing plans, devised positioning strategies and developed
distribution organization. Built revenues from $5 million to $15 million during initial thrust.
Saved $7 million in potential lost revenues from international product diversion through modification to
existing product packaging and labelling designs.
Vice President International Marketing, Irvine, California (1989 to 1991)

Recruited as the Senior Marketing Executive accountable for rebuilding the entire international marketing
organization. Challenged to provide vision, strategy and action to achieve international presence.
Scope of responsibility was diverse and directly impacted R&D, manufacturing, regulatory affairs, market
positioning, product distribution and bottom-line financial performance. Supported a team of 300+ field
sales and marketing executives in 100+ countries worldwide.
Built a full-scale global marketing function. Recruited professional staff, developed new product
planning function, introduced market research capabilities, and created the organization that now
serves as the corporate prototype for marketing excellence.
Delivered 10%+ annual sales growth while reconnecting the marketing function with R&D.
STERLING DRUG INTERNATIONAL, New York, New York
1983 to 1989
Director International Marketing & Business Development (1984 to 1989)

High-profile, senior-level management position directing the strategic planning, development and
implementation of international marketing and business development programs for all three core product
I ines (endocrine , diagnostic imaging , anaIgesic) .
Revitalized the international presence and financial performance of Sterlings principal product line.
Doubled sales from $30 million to $60 million within two years.
Spearheadedthe development of an integratedmarketing package,theme and corporate identity for key
products in the entire worldwide market.
Introduced state-of-the-art interactive video training programs for international sales team.
SCHERING-PLOUGH INTERNATIONAL, Kenilworth, New Jersey
1970 to 1982
Senior Product Manager / Product Manager (1978 to 1982)

Senior Market Research Associate (1976 to 1978)
Senior Health Scientist International Regulatory Affairs (1974 to 1976)
Research Chemist I Group Leader (1970 to 1974)
Fast-track promotion through a series of increasingly responsible management positions working with a
complete prescription/OTC pharmaceutical product line. Successfully transitioned from hands-on
product research into global sales and marketing.
Built Dermatology business unit from $200 million to $250 million (10%+ annual growth).
Orchestrated development, licensing and international market launch of a new collagen product for
plastic and dermatological surgery account base. Delivered $6 million in revenues within first year.
EDUCATION:
MBA / International Marketing, Seton Hall University, 1979

MS / Chemistry, Rutgers University, 1974
BS / Chemistry,Augusta College, 1970
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MICHAEL ALEXANDER
935 Avenida del Sol
San Juan, Puerto Rico 09832
(818) 313-3132
INTERNATIONAL BUSINESS EXECUTIVE
- LATIN AMERICA
General Management / Sales & Marketing Management / Corporate Finance

Manufacturing G Operations / Multi-Channel Product Distribution
Union Negotiations / Executive Training & Development
Market-Driven Senior Executive with excellent qualifications in the strategic planning, development and leadership of high-growth international business opportunities.
Delivered millions of dollars in profit growth through success in manufacturing process reengineering, new
market development, cost reduction and profitability/quality improvement.
Delivered outstanding achievements in sales, marketing and new business development.
Acquired extensive experience in joint venture, strategic alliance and licensing negotiations.
Demonstrated proficiency in cross-cultural communications and international liaison affairs.
Fluency in English and Spanish. Conversational language skills in Portuguese.
Member, American Society of International Executives.
G.D. SEARLE E COMPANY
1978 to Present
P r e s i d e n t S e a r l e Caribbean, Inc., San Juan, Puerto Rico (1982 to Present)

General Manager S e a r l e Puerto Rico, San Juan, Puerto Rico (1980 to 1982)
General Manager S e a r l e Argentina, Buenos Aires, Argentina (1978 to 1979)
--
One of a select group of senior operating executives responsible for building Searles presence
throughout Latin America. Promoted through several high-profile management positions directing
multi-site international manufacturing, sales and marketing organizations.
As the Senior Operating Executive, held full PGL responsibility for t h e strategic planning, development, financial and human resource affairs, operations and profitability of each business unit.
Currently direct a 65-person organization generating $20 million in annual revenues. Previous staff
responsibility up to 200.
Led the successful turnaround and subsequent market growth of the Caribbean Operations.
Established regional distribution network, opened critical new markets and launched several
successful product introductions (including EQUAL). Increased net sales by 65.4% and
operating profits by 75.3% within two years.
Returned Argentine Operations to profitability. Revitalized and rationalized manufacturing
operations, restructured finance department, reduced workforce 20%and reengineered business
and production processes for a significant cost savings. Increased operating income by $1.1
million in first year.
Identified opportunity and developed/negotiated joint venture in Uruguay to establish a licensed
manufacturing operation.
Created a portfolio of promotions, marketing communications and product training programs
for distributors throughout Latin America.
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MICHAEL ALEXANDER
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ABBOTT LABORATORIES, Lima, Peru

General Manager
- Peru
1974 to 1978
& Bolivia
Senior Operating Executive recruited to launch the turnaround and return to profitability of this 140employee, $6 million manufacturing, sales and distribution organization. Company produced and
marketed over 30 pharmaceutical, hospital and consumer products to an account base of 300. Given
full PGL, ROI and operating management responsibility for the entire profit center.
Launched an aggressive reorganization of all operating and administrative departments throughout
the company. Revitalized sales and marketing organization, implemented an aggressive asset
management policy, innovated package designs and spearheaded dramatic cost improvements.
Achieved/surpassed all turnaround objectives.
Increased sales by 43.5% within first year through a combination of new product launch, key
account development and regional expansion initiatives.
Achieved aggressive growth throughout the Bolivian market. Increased sales by 185% and
profits by 275% within three years. Recruited/trained distributor network and Country Manager.
Negotiated favorable resolutions to critical labor union problems in a volatile economic and
political environment.
Transitioned company from # 19 to # 11 in the corporation (ranked on profitability).
Controlled over $500,000 in annual capital plant and equipment improvements, resulting in a
number of new and profitable business opportunities.
WYETH INTERNATIONAL, LTD., Radnor, Pennsylvania
1970 to 1974
(Division of American Home Products Corporation)
- -
Area Sales Executive Caribbean, Ecuador, Peru & Chile (1974)

Regional Sales Executive Central America & Ecuador (1972 to 1974)
Coordinating Executive Caribbean & Central America (1970 to 1972)
Fast-track promotion through a series of increasingly responsible sales, marketing and business
development management assignments to final position directing a 25-person regional sales
organization with $1 8+million in annual revenues.
Delivered explosive growth within the Peruvian branch. Increased net sales 22% and operating
profits 3 1 % in one year.
MENLEY AND JAMES LABORATORIES, Philadelphia, Pennsylvania
1967 to 1970
(Division of Smith Kline G French Laboratories)
District Sales Manager
- Central
& Southern New Jersey
Directed district sales, marketing and key account management efforts for a line of proprietary
OTC drugs. Managed both commercial health care and military markets.
Launched introduction of a new comestics line and closed 140 new accounts in three months.
EDUCATION:
MBA Candidate, Drexel University, Philadelphia, Pennsylvania, 1968 to 1970
BS, Business Administration, Saint Josephs University, Philadelphia, Pennsylvania, 1967
Contin u ing ProfessionaI Deuelopmen t:
Financial Management Policies & Practices, Wharton School, University of Pennsylvania, 1991
Executive Effectiveness, American Management Association, 1978
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DANIEL WARNER
932 Goose Run
Syracuse, New York 19821
(908)23 1-5667

Comptex 5cientMc Research, TeMng, Product Devetopment d Project Mmagement
Unique management career leading t h e start-up, growth a n d profitable management of sophisticated scientific
research a n d development facilities. Combines expertise in P8.L management, organizational development,
staffing a n d finance with equally strong scientific, technical a n d project management qualifications. Excellent
record of performance in building a n d marketing profitable n e w business a n d product development ventures.
Extensive knowledge of OSHA, EPA, NIOSH, GLP, FDA a n d international regulatory requirements. Diverse
industry experience in pharmaceutical, health care, chemical and metals industries. Strong PC qualifications.
Diplomate of t h e American Board of Toxicology. Ph.D. (Toxicology), M.S. (Pharmacokinetics), M.S. (Genetics),
B.S. (Biology).
BRISTOL-MYERS sQUlBB, INC., Syracuse, New York
10 2 to Present
Manager - Toxicolo-clv Department

Senior Business Manager responsible for t h e strategic planning, staffing a n d operating management
of a large pre-clinical drug safety testing facility. Lead a staff of 22 scientists a n d professionals
performing complex testing and evaluation of new drug candidates. Facilitate cross-hnctional project
teams worldwide (e.g.,discovery, clinical, analytical, pharmacokinetics, regulatory affairs).
Negotiated complex drug registration agreements with t h e FDA a n d international regulatory
agencies.
Won t h e 1995 Presidential Award for outstanding achievement following successful d r u g registration with Japanese regulatory authorities.
NATIONAL TOXICOLOGY CONSULTANTS, Manlius, New York
1993 to Present
President
Founded consulting g r o u p providing scientific consultation a n d expert testimony related to hazardEstablished strategic alliances with other
consulting groups to expand core competencies and areas of scientific knowledge.
ous materials assessment, handling a n d disposition.
Authored a 2000+ page reference database (Toxicology Desk Reference) published by Taylor a n d
Francis in 1996. Created t h e first-ever comprehensive information source o n assessment of
exposure to various hazardous compounds, n o w t h e authoritative resource for physicians,
corporate medical directors, industrial hygienists a n d other safety/health care personnel.
1993 to Present
CORNELL UNIVERStTY, Ithaca, New York
Adiunct Assistant Professor - Institute for C
Design a n d teach graduate-level courses in d r u g development a n d environmental toxicology.

Pioneered R8.D alliance between t h e Institute a n d Bristol-Myers Squibb to enable cooperative d r u g
development projects.
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DANIEL WARNER
Page Two
ROCHE BIOMEDICAL LABORATORIES, Burlington, North Carolina
1990 to 1992
Director of Environmental Toxicology
Recruited to launch start-up of corporationsBiological Monitoring Department, a for-profit venture

providing biological testing services to corporate clients nationwide. Wrote business plan for new
venture, designed business and operating infrastructure, recruited/trained 32 professionals, defined
financial and budgetary requirements, and created portfolio ofsales, marketing and business development programs. Held full P&L responsibility for daily laboratory and testing operations.
Built business from concept through start-up to full-scale operation with revenues of more than
$10 million within two years. Delivered 50%+ profit margins, positioning the operating unit as
the #1 profit producer in Roches niche business markets.
Working in cooperation with Senior Sales Executive, created and taught a series of product and
scientific training programs for 400+ person field sales organization. Launched start-up ofnationwide customer service and technical support organization.
Expanded 400 sq.ft. laboratory into state-of-the-art,8000 sq.ft. testing facility. Acquired technology and instrumentation,guided methods development and designed reporting documentation.
Provided expert consultation to physicians and other health care professionals in the design of
medical surveillance and biological monitoring programs.
Won the 1992 Circleof Excellence Award for Top Managers,bestowed by the President on the
top 1% of managers worldwide.

Research Biologist, National Institute of Environmental Health Sciences
Research Technician, North Dakota State University Dept. of Food & Nutrition
Asst. Radiation Safety Officer, NDSU Radiation Safety Office
Chemist, State Toxicology Laboratory of North Dakota
Emergency Room Technician, St. Lukes Hospital
1986 to
1985 to
1983 to
1982 to
1977 to
1990
1986
1985
1983
1982
EDUCATION:
Ph.D., Toxicology, University of North Carolina at Chapel Hill, 1990
M.S., Pharmacokinetics, North Dakota State University, 1986
M.S., Genetics, North Dakota State University, 1986
B.S., Biology, North Dakota State University, 1982
PROFESSIONALACTIVITIES
Publications
Published Author of more than 10 books, journal articles, abstracts and book
chapters. Full listing upon request.
Editorial Boards
Associate Editor, In Wtro Toxicolo.w journal and TOMESREditorial Board.
Affiliations
Society of Toxicology, American College of Toxicology, American Industrial

Hygiene Association (Biological Monitoring Committee)
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BERNARD E. CLAYTON
5673 Oakwood Court
Aurora, CO 82151
Bclayton@attmail.net
Business (303) 984-3816

Facsimile (303) 984-4430
Residence (303) 493-6217
SENIOR OPERATIONS & MANAGEMENT EXECUTIVE

Emerging Technology Industries
Vice President / General Manager with 16 years experience in building advanced technology organizations.
Cross-functional expertise in systems/components design, development and engineering, and in all core
general management, P&L management, sales and marketing management functions.
Published author in PC Times, Electronic Desiqn, Diqital Desiqn, Mini-Micro Svstems and IBM PC Fair. Wrote
and published three books on emerging electronics and information technologies.
Vice President Worldwide Services

1993 to 1996
MICRO ELECTRONICS ($150 million leader in secondary materials management for electronics companies)
Challenge:
Transition from product-driven to service-driven organization to accelerate

market growth and expansion.
Accountabilitv: Full P&L and operating management responsibility for operating, sales and
repair facilities in California, Texas, Tennessee, The Netherlands and the U.K.
Lead a team of 11 project managers, both domestic and European sales teams,
and a global network of independent sales representatives/distributors.
Lead development, implementationand sales of inventory management services
for subsystem OEMs, PC manufacturers and PC service companies worldwide.
ResuIts :
Developed industry-leading technology and delivered strong sales results,

including $12 million contract with Digital and $5.6 million contract with IBM.
Reengineered newly-acquired repair facility for Micro and reduced breakeven
by 50% within three months. Led facility to IS0 9002 certification.
Appointed Interim Operations Director for another Micro facility and reduced
WIP dollar value by 80% in just three months.
Led multi-sitefacilities consolidation programfollowing corporate acquisitions,
and transferred critical people, processes and customers to other company
sites. Resulted in a $3+ million savings in annual operating costs and significant improvement in facilitylasset utilization.
Vice President Sales & Marketing

EXECUDATA CORPORATION (start-up venture in storage network market segment)
Challenge:
1992 to 1993
Lead new venture from R&D through market launch.
Accountability: Full P&L, engineering, technology, operating and marketing responsibility.

Creation of new product, new applications and multiple versions for both OEM
and VAR sales channels.
ResuIts :
Led company through complete product development cycle into untapped

market niche for storage safety technology. Delivered first year revenues of
$3 million with 75% gross margin. Company currently generates over $10
miII ion annuaIIy.
Negotiated joint development partnership with Novell and built nationwide
network with 130 Novell VAR distributors.
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BERNARD E. CLAYTON -Page Two
Vice President Sales & Marketing

INTERNATIONAL DATA SYSTEMS (venture-funded company in SQL database market)
Challenae:
1990 to 1992
Lead an aggressive turnaround and return to profitability.
Accountabilitv: Complete responsibility for strategic planning, sales, marketing, business development and productltechnology development. Competitively position company
against major players (e.g., Oracle, Sybase).
Transitioned company from $1 million in annual sales (at loss) to $5.5 million
in annual sales (25% profit margin).
Released two major products for beta test within first six months and established WO demonstration/technical evaluation sites.
Restructured and revitalized sales and marketing group, reduced operating
expenses by 60% and significantly increased direct customer contact.
Negotiated profitable joint development contracts with two major customers.
ResuIts:
1988 to 1990
Division General Manager
CHRISTA CORPORATION ($400 million manufacturer of high performance disk drives)
Challenqe:
Develop and implement a common technology plan across all divisions.
Accountability: Full P&L responsibility for 150-person R&D, sales and marketing organization.
Full operational responsibility for hardware, software and manufacturing for
multiple product lines.
Results:
Delivered strong performance gains: 30% improvement in productivity, 100%

increase in first-time production yield, 80% reduction in capital equipment
costs and 75% decrease in direct labor costs.
Created Supplier Quality Assurance program and lifetime cost of ownership
program for vendor selection. Resulted in 50% reduction in vendor base and
30% decrease in component costs.
Built start-up disk drive division from concept to $30 million in annual sales.
Developed control firmware for industry standard interface protocol (Small
Computer Systems Interface - SCSI) and custom integrated circuits (ASICs).
Established profitable manufacturing facility in Singapore.
President
THE ITEL GROUP (executive consultants to storage manufacturers nationwide)
1986 to 1988
Supervised definition and development of custom integrated circuits (ASICs) for assembly into
numerous hardware and software development projects.
Designed ASlC for disk drive control. Negotiated partnerships with A S K vendors for ASlC
design, library development and support.
Developed SCSl Technical Seminar and presented to 50+ major computer/storage companies.
President
DATAWARE, INC. (venture-funded company in storage controller market)
9
1980 to 1986
Founded and built new venture to $5 million in sales in the SCSl compatible storage controller
market. Established national sales organization for OEM accounts.
Closed major sales agreements and joint development contracts with Sperry, Concurrent
Computer Corporation, 3-COM and others.
Launched start-up of international technical conference program to promote and standardize
SCSI, and spun off into separate business unit.
EDUCATION:
M.S.E.E. (1980) / B.S.E.E.(1978) - Massachusetts Institute of Technology (MIT)
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JAKE P.SMITH
UNC C - Seton Hall, Room 305
(910) 634-6413
Charlotte, North Carolina 26547
Talented, resourceful and dedicated young professional offering a unique combination of professional
skills. Creative and enthusiastic with proven success in building and managing relationships with
peers, co-workers, team members, customers and the general public. Aggressive, decisive and committed to professional growth and opportunity. Experience includes:
Public Relations & Promotions
Team Building & Leadership
Athletic Competition
Project Planning & Coordination
Office Administration & Reporting
Public Speaking
Croup Dynamics & Motivation
Oral & Written Communications
Community Outreach
Customer Service
Proficient in Wordperfect, Works and Microsoft Office (Word, Excel & PowerPoint).
EDUCATION:
Candidate for B.S. Degree in Communications, expected May 1997
Concentration in Public Relations / Minor in English
UNIVERSITY OF NORTH CAROLINA AT CHARLOTTE
Pi Kappa Alpha Fraternity: Public Relations Chair, Master of Ceremonies, Executive Committee
Member, Community Service Volunteer.
Graduate, St. Josephs High School, Huntington, West Virginia, 1993
Senior Class President. Member, Spanish Club & Chess Club.
HIGH SCHOOL & COLLEGIATE ATHLETICS:
University of North Carolina - Charlotte Soccer Team (pre-season - ranked 10th in nation), 1994/95)
National High School All Region Team, 1992 & 1993
West Virginia State High School Soccer Player of the Year, 1992
West Virginia High School All State Team, 1991 & 1992
West Virginia Olympic Development Team, 1992 to 1993
St. JosephsVarsity High School Soccer, 1990 to 1993
EMPLOYMENT EXPERIENCE:
Tutor - Downtown YMCA, Charlotte, North Carolina (January 1996 to Present)
Participate in adult and child literacy programs.
Coach St. Josephs High School, Huntington, West Virginia (Summer 1995)
Coached high school soccer team and facilitated group development.
Barbacwaiter Southend Brewery, Charlotte, North Carolina (Summer 1995)

High-volume, fast-paced food service position.
Barbacwaiter Red Robin Restaurant, Charlotte, North Carolina (Summers 1993 and 1994)
Expedited food and beverage preparation and guest services.
Landscaper Lavalette Nursery, Huntington, West Virginia (Summers 1991 and 1992)
Field landscaper with additional office/administrative responsibilities.
Assistant - Huntington Cubs Baseball Organization, Huntington, West Virginia (Summer 1990)
Coordinated team equipment/resources.
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GEORGE RICHARDSON
I19 Old Stable Road
(804) 384-4600
Investment Analysis & Reporting
Stock & Mutual Fund Performance
Mathematical & Statistical Analysis
Project Planning & Administration
Market Trends & Analysis

Data Collection & Reporting
Customer Sales & Service
Oral & Written Communications
Proficient with Wordperfect, Excel and other PC database, spreadsheet and word processing applications.
Experienced in Pascal and C++programming. High aptitude for advanced mathematics and economic analysis.
EDUCATION:
B.A., Economics, University of Virginia, Charlottesville, Virginia, January 1996
Head Manager, UVA Varsity Womens Volleyball Team ... Chi Psi Fraternity ... Intramurals Chair
Honors Graduate, Jefferson Forest High School, Forest, Virginia, June 1992
GPA - 4.0 ... National Honor Society ... Graduated 7th in class of 167
WHEAT FIRST BUTCHER SINGER, Lynchburg, Virginia
SMITH BARNEY SHEARSON, Washington, D.C.
Summer 1996
Spring 1996
Broker Intern selected from acompetitive group ofcandidates for two professional internships. Worked
cooperatively with brokers, financial planners and branch managers to research financial data, monitor
market trends, analyze investment returns and maintainhpdate prospect databases. Conducted detailed
analyses of stock and mutual fund performance.
PREVIOUS WORK EXPERIENCE:

J. CREW OUTFITTERS, Lynchburg, Virginia
Summers 1990 to 1991; 1993
Telemarketing Representative using an on-line, real time networked system for data entry, order
processing and inventory control/verification. Extensive customer sales and service experience.
1991 to 1993
EASTERN ELECTRIC CORPORATION, Lynchburg, Virginia
Inventory System Coordinator working part-time to assist with inventory planning, control and distribution. Established item numbers and product descriptions/categories. Input and edited inventory data.
Performed routine maintenance of computerized inventory system.
BERKLEY-HOWELL & ASSOCIATES, Lynchburg, Virginia
Survey Assistant working with field crews to conduct land surveys for residential and commercial
property development.
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REBECCA WRIGHT
945 North Wabash Street #904
(301) 316-1655
OBJECTIVE: Professional position in the Health Care/Medicai/PharmaceuticalIndustries.

Strong academic training and two years of hands-on research experience in the Biological,
Chemical and Health Sciences.
Effective communications, interpersonal relations and public speaking skills.
Extensive experience in project planning and management.
Excellent leadership record throughout high school and college.
Conversational French. PC proficient (spreadsheet, database, word processing).
EDUCATION:
B.S. Degree in Science (Pre-Med Major), to be awarded May 1997
(General & Cell Biology, Microbiology, Ecology, Genetics, Chemistry, Physics, Calculus)
UNIVERSITY OF ILLINOIS AT URBANA-CHAMPAIGN
Summer Abroad in Aix-en-Provence, France, Institute for American University Program, 1994
First Year Impact (Freshmen Orientation Team), Health Professions Society
Habitat for Humanity, Special Olympics, Volunteer Illinois
Kappa Kappa Gamma Sorority (Recommendations Chair)
Honors Graduate, Pontiac Township High School, Pontiac, Illinois, 1992
5 in Class of 183, Junior Womens Health Profession Scholarship, State Legislative Scholarship
National Honor Society, Student Council, Leadership Group, All Conference Athlete
EMPLOYMENT EXPERIENCE:
Lab A s s i s t a n t Neurophysiology Research Laboratory

BECKHAN INSTITUTE / UNIVERSITY OF ILLINOIS
1993 to Present
Winner of a highly-competitive Howard Hughes Fellowship in the Fall of 1993. Assigned to a fourperson laboratory research team determining the process of recovery from lesioning/operations
by the ocular vestibular system. Acquired extensive histological experience including perfusion,
embedding, cryostat sectioning, and slide preparation/processing . Hired directly by the University in January 1994 and continue to work an average of 15 hours per week.
Computer Processor
STATES ATTORNEY OF LIVINGSTON COUNTY
Lifeguard/Swimming Instructor
PONTIAC HIGH SCHOOL NATATORIUM / PONTIAC ELKS CLUB
Summer 1993
194
AMANDA R.
BRIGHTEN
9344 River Road

Charleston, W e s t Virginia 32 145
(304)354-3521
EDUCATION:
1992 to Present
MARSHALL UNIVERSITY SCHOOL OF MEDICINE, Huntington, West Virginia

Medical Doctor Degree, expected May 1997
Electives for 1996/97 include Internal Medicine, Emergency Medicine, SICU,
Surgical Research, Family Practice, Anesthesiology, Radiology and Cardiology.
1988
UNIVERSITY OF LEXINGTON, Lexington, Kentucky

Post Graduate Classwork
1986 to 1988
MARSHALL UNIVERSITY SCHOOL OF MEDICINE, Huntington, West Virginia

Post Graduate Classwork
1981 to 1985
WEST VIRGINIA WESLEYAN COLLEGE, Buckhannon, West Virginia

Bachelor of Science Degree in Chemistry 8r, Biology, 1985
MEDICAL ROTATIONS 8s INTERNSHIPS:

July 1996 to August 1996. Completed an elective 4-week sub-internship with the Department
Chairman of Surgery, Marshall University.
July 1994 to July 1995. Completed 8-week rotations in Surgery, Internal Medicine, Family Practice,
Pediatrics, Psychiatry and Obstetrics/ Gynecology.
ACADEMIC HONORS,AWARDS & ACTIVITIES:

Medical School
Alpha Omega Alpha, 1996
Top 10% of 50+ Student Medical Class, 1996
Committee Appointee, Student Liaison Committee on Medical Education (LCME),1996
Invited Presenter, Panel Discussion on Medical Student Transition from Classroom to Clinical
Experience, 1996
Undergraduate School
Cum Laude Graduate (GPA 3.65)
Outstanding Senior of the Year Award, 1985
Greek Woman of the Year Award, 1985
Whos Who Among Students in American Universities & Colleges
Member, National Deans List
Member, Mortar Board
Member, Phi Kappa Phi (Junior/Senior Honorary)
Member, Alpha Lambda Delta (Freshman/ Sophomore Honorary)
President/Member, Beta Beta Beta (BiologyHonorary)
Deans List (seven semesters)
EXTRACURRICULAR ACTIVITIES & AFFILIATIONS:

Medical School
Member, American Medical Student Association
Member, American Academy of Family Practice (Student Chapter)
Senior Medical Class Representative, Marshall University Yearbook Committee, 1995
Senior Medical Class Representative, Marshall University Recruitment Video, 1995
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AMANDA R. BRIGHTEN
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EXTRACURRICULAR ACTIVITIES &AFFILIATIONS

i
(Continued):
Undergraduate Schoo1
Publicity Chairman & Purchasing Agent, Alpha Gamma Delta Sorority
Judge, West Virginia Wesleyan Science Fair
Member, Chapel Choir
Member, College Republicans
Orientation Leader & Tour Guide
Volunteer Instructor, Shawnee State University Summer Science Program
Secretary/Treasurer, Benzene Ring
RELATED EMPLOYMENT EXPERIENCE:

1990 to 1992
DICKINSON COLLEGE, Carlisle, Pennsylvania

Laboratory Technician
Assigned to the Chemistry Laboratory with responsibility for the preparation of student laboratories
and laboratory instruction. Trained/ supervised a staff of work study students. Coordinated all
contracted work and refurbishment in the Chemistry Building.
Administered annual operating budget, controlled inventory, scheduled equipment maintenance
and repair, and purchased supplies, equipment and chemistry/ medical technology.
Appointed to campus-wide Safety Committee, working in cooperation with other departments to
rewrite campus safety policy.
1990
SHAWNEE STATE UNIVERSITY, Portsmouth, Ohio

Laboratory Coordinator
Prepared scheduled laboratories for Chemistry and Biology Departments. Assisted in student
instruction, prepared/ presented lectures and coordinated laboratory materials and equipment.
Participated in Biology Department Research Study investigating the effects of cutting innervation
to taste buds in the golden hamster. Responsible for laboratory testing, data collection, analysis and
reporting. Assisted Principal Researcher in developing research protocols and study hypotheses.
1985 to 1986
WEST VIRGINIA WESLEYAN COLLEGE, Buckhannon, West Virginia

Laboratory Instructor
Assisted full-time undergraduate teaching staff in General Chemistry Laboratories. Responsible for
pre-lab lectures and student instruction during laboratory sessions. Prepared midterm and final
examinations, tutored students needing additional laboratory instruction, and assigned special
projects. Awarded final laboratory grades.
OTHER EMPLOYMENT EXPERIENCE:

1991 to 1992
THE BON TON, Carlisle, Pennsylvania

Sales Associate
Full-time sales associate in a specialty retail store. Responsible for product sales, merchandising,
promotions and customer service. Trained/oriented newly hired sales associates.
1989 to 1990
LAZARUS, Huntington, West Virginia

Sales Associate
Full-time sales associate in a high-volume retail department store.
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AMY JONES
3959 Winterhaven
Rochester, New York 19463
(908)654-3211
CHEMICAL ENGINEER
Design & Deuelopment i Process 1 Environmental
QUALIFICATIONS SUMMARY:
Recent graduate with three years related experience and 10years prior experience. Strong skills in Applied Chemistry
with hands-on analytical instrumentation knowledge with Perkin-Elmer DSC-4, H P 5890 Series I1 Gas Chromatograph with H P 5988A Mass Spectrometer, Lambda-9 Spectrophotometer, Hitachi HPLC and Nicolet FTIR.
Qualified in the use of leading edge information technologies for experimental data analysis, numerical problem
solving, spreadsheets, graphic design and presentations. Software includes MathCAD, DEQ, CC, MS Word,
Wordperfect, Powerpoint, EXCEL and QuattroPro. Proficient in FORTRAN and BASIC programming.
EDUCATION:
B.S.,Chemical Engineering, May 1995

UNIVERSITY OF ROCHESTER, Rochester, New York
Additional Studies in Microelectronic Device Processing, Polymer Science & Technology, Environmental Science
& Engineering and Environmental Geophysics.
Research Technician
LABORATORY FOR LASER ENERGETICS, Rochester, New York
October 1994 to Present
Member of the Optical Materials Engineering Group working in cooperation with a team of senior researchers,
scientists and engineers investigating the physical properties of polymers and related materials/components.
Performed chemical characterization, optical analysis and thermal analysis of polymers using G U M S , DSC,
HPLC and FTIR.
Formulated liquid crystal solutions for polarizers in Class 100 clean room environment.
Implemented small scale separations to aid in the synthesis of optical polymers for use as optical waveplates.
Maintained, troubleshot and calibrated electronic e,quipment and instrumentation.
Procured chemicals/supplies from vendors nationwide. Managed vendor sourcing and price negotiations.
Documented experimental results, findings and recommendations.
Pharmacy Technician
STRONG MEMORIAL HOSPITAL, Rochester, New York
April 1992 to December 1993
Formulated prescriptions for intravenous additives and assisted pharmacists in preparing injectable medications.
Specialized in sterile preparation and custom formulations. Documented distribution of controlled substances.
Technician
CANTISANO FOODS,INC., Rochester, New York
January 1992 to April 1992
Conducted and documented on-line product testing to determine pH and NaCl levels. Compiled data for USDA
inspections and reports to verify regulatory compliance. Inspected product packaging and labeling to ensure
adherence to corporate specifications. (Temporary position in affiliation with undergraduate studies at Monroe
Community College in Rochester.)
Previous Experience (1980t o 1992)as an Administrative Assistant, Customer Service Representative, Telemarketing Representative and Recreational Program Assistant in New York City and Rochester.
American Institute of Chemical Engineers (Member), American Chemical Society (Member), Society of Women
Engineers (Member), University of Rochester Chapter of The Materials Research Society (Volunteer)
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NEWMAN W. GRANT
234 Cross Point
Katonah, New York 15615
(5 16) 654-6427
CORPORATE TAX EXECUTIVE

Domestic C laternational Taxation
Comprehensive and substantive knowledge of all facets of corporate tax planning, compliance and audit
management. Consistently successful in identifying and capturing advantageous tax positions through
combined expertise in strategic business planning, transactions management, corporate finance and
corporate legal affairs. Guided senior management and financial executives through complex corporate
development and financing projects.
TAX EXPERTISE:
Federal Tax - Consolidated returns (investment accounts, earnings and profits, net operating
loss allocations, SRLYs, allocation of tax benefits), corporate development (mergers, acquisitions, reorganizations, liquidations, partnerships, joint ventures), loss limitations, related party
interest deductions, earnings stripping and intercompany pricing.
State & Federal Audits - Complete audit engagements, from pre-audit conferences through
audits, protests, rulings, requests and appeals to Claims and Tax Courts.
State Tax
- Income, franchise, property, severance, sales and use.
ELF AQUITAINE, INC., New York, New York
($3 billion specialty chemical & natural resource company)
1979 to Present
Director o f Taxes / Corporate Officer (1993 to Present)

Manager Federal Tax Audits & Planning (1984 to 1993)
Senior Tax Accountant ( 1981 to 1984)
Intermediate Tax Accountant ( 1979 to 1981 )
Fast -track promotion through a series of increasingly responsible management assignments

to current position a s Director o f Taxes for all U.S. operations. Scope of responsibility
includes all tax issues impacting Elf Aquitaine, three other principal subsidiaries, business
operations in 40 states and a total workforce of more than 4000 employees. Manage a direct
reporting staff of 20 at three locations.
Establish all tax policies and procedures for the company, direct all compliance and audit
functions, and facilitate long-term tax planning for company and individual operating units.
Advise senior level operating executives in the U.S. and Paris (parent company) regarding
domestic and foreign tax matters relative to operations, proposed acquisitions and divestitures, asset management and disposition, strategic planning and a diversity of other corporate initiatives. Manage all IRS audit engagements.
Currently directing litigation proceedings in Claims Court, Tax Court and IRS Appeals Office.
Issues involve foreign tax structures, allocations and regulatory interpretation.
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NEWMAN W. GRANT
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ELF AQUITAINE, INC. (Continued):
Significant Projects & Achievements:
Managed five major IRS audit engagements including a complex Tax Benefit Transfer Audit
resulting from Elfs acquisition of Texasgulf Inc. Prepared appraisal and allocation of
purchase price for $3.2billion transaction. Negotiated proposed $30 million of disallowed
deductions down to only $1.5 million.
Restructured land transfer tax agreement to form over substance for a $600,000 net
savings.
Converted $700 million of equity to debt, reducing withholding tax liability to parent
company by $34 million.
Consulted directly with the Joint Committee on Taxation related to proposed energy tax
affecting the cogeneration industry and on Section 382 (limitations of net operating losses
for privatization transactions).
Provided tax expertise in preparation of 1995 IPO, subsequently discontinued by
company in favor of acquisition.
Directed planning, compliance, audit and appeals engagements for Federal and Provincial
Canadian taxes.
Spearheaded the introduction of sophisticated PC LAN, client/server, CD-ROM, OCR and
software technologies to automate the entire tax planning and reporting functions.
Designed complex financial and tax modeling spreadsheets.
Originally recruited to Texasgulf Inc. in 1979. Acquired by Elf Acquitaine in 1981,
retained by new management team and promoted.
NOTE:
PRICE WATERHOUSE 8 CO., Bridgeport, Connecticut
1977 to 1979
Tax & Audit Staff Accountant
Tax Advisor to corporations, partnerships, trusts and individuals. Audit experience in

industrial manufacturing, apparel manufacturing, health care, brokerage/investment services
and commercial banking.
EDUCATION:
Corporate Finance, Fairfield University, Fairfield, Connecticut, 1990

J D Degree, Vermont Law School, South Royalton, Vermont, 1977
BBA Degree Accounting, St. Edwards University, Austin, Texas, 1974
MS Degree
Treasurer, Organization for International Investment
Member, Tax Executive Institute
Member, International Fiscal Association
Member, The Corporate Bar
Member, Committee on State Taxation
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GARY BLOCK
3154 Desert Sands
Reno, Nevada 64512
(644) 365-4321
TRANSPORTATION / LOGISTICS / DISTRIBUTION

Start-up, Turnaround & Management of
Profztab1e, Mu 1t i-Site Ded icated Log istics Operat ions
Over 15 years experience in the Transportation Industry. Strong record of cost reduction, revenue
improvement and quality/performance management. Excellent qualifications in operations planning/
management, customer management, union negotiations and fleet management.
RYDER DEDICATED LOGISTICS
(Contracted Logistics, Distribution & Transportation Operations)
1988 to Present
OPERATIONS MANAGER (1991 to Present)

OPERATIONS SUPERVISOR ( 1989 to 1990)
DISPATCHER (1988 to 1989)
Operations Manager responsible for the start-up, development, growth and management
of RDLs contract services to Montgomery Ward throughout California and Nevada. Scope
of responsibility includes the entire operation of each facility,including staffing, budgeting,
financial reporting, cost control, dispatching, routing, scheduling, union relations/
negotiations, DOT regulatory affairs, safety, training and customer management.
Transferred between three Ward logistics operations to coordinate the start-up of each and
the subsequent turnaround following unsuccessful transition to other management teams.
Assigned full PEL responsibility in 1994 for all three locations and a staff of 87.
Built Montgomery Ward account from start-up to $5.5 million in annual revenues.
Directed start-up of Las Vegas Home Delivery, San Diego Home Delivery and Garden
Grove shuttle operations. Built each into a fully-staffed, full-service logistics facility
operating at profitability within three months.
Troubleshot and turned around poorly-performing operations. Delivered significant
and sustainable financial gains through efforts in cost reduction, productivity improvement, service improvement and staff consolidation.
Maintained competitive position against other dedicated logistics service contractors.
RDL guaranteed a 20% reduction in operating costs to Ward following its take-over of
Las Vegas facility. Delivered an actual 33% reduction in their costs while continuing to
exceed RDLs profit objectives.
Consulted with upper level management personnel to negotiate and resolve labor union
problems.
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GARY BLOCK
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puro
RYDER DEDICATED LOGISTICS (Continued):
Since March 1995 have provided start-up expertise to numerous operations. Hold full
responsibility for all logistics, distribution and transportation functions (e.g., budgeting,
financial reporting, staffing, union relations, safety, training, dispatching, routing).
Highlights include:
Currently directing the turnaround of logistics and distribution operations for the Fletcher
Challenge warehousing center in Los Angeles, California. Given full autonomy for this
fast-paced, union operation managing incoming sea freight, warehousing and distribution to The Los Angeles Times and other major publishers, print shops and advertising
agencies throughout the region. Supervise team of 25.
Completed two-month special project a s Operations Manager for the start-up of the
Standard Brand Paints shuttle service facility in Torrance, California. Brought operation
to profitability within two months with $1.1 million projected in first year revenues ( 10%12%profit).
Orchestrated the start-up of a complete logistics operation to service Homestead Home
Deliverys customer base throughout the Western U.S. Held full PGL and operating
management responsibility for this operation.
Consulted with RDL management team in Toronto for the start-up of Canadian logistics
operations for Consumer Gas and Sears Home Delivery.
Early career positions a s a Dispatcher for RDLs fully-integrated logistics operations at
Howards Home Delivery, Circuit City Home Delivery and General Electric. Assisted in the
shutdown of all three facilities, reassignment of personnel and reallocation of equipment.
EARLY LOGISTICS C TRANSPORTATION INDUSTRY EXPERIENCE a s a Dispatcher and
Driver with Wallace Transport and several other warehousing/distribution companies in the
Western U.S.
EDUCATION:
RYDER DEDICATED LOGISTICS
Frontline Leadership Training
Logistics Management Training
Supervisory & Leadership Training
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JOHN SPENCER
93489 Old Salem House
Boston, Massachusetts 6544 1
(697) 653-1654
~
~ _ _ _
DISTRIBUTION OPERATIONS / WAREHOUSING / TRANSPORTATION EXECUTIVE

Building Profitable, Efficient & Quality-Driven National Logistics Operations
Well-qualified executive with 20+ years experience in the strategic planning, development, staffing, budgeting and
management of large-scale distribution operations. Expertise includes:
Multi-Site Operations Management
Transportation Planning/Operations
Carrier Selection/Negotiations
Equipment Acquisition/Asset Management
Human Resource A ffairdlabor Relations
EDI/Supplier Partnerships
Materials Planning/Management
Capital Project Management
Facility Design/Specification
Budgeting/Financial Affairs
JIT/Quick Response Inventory
OSHA/DOT Regulatory Affairs
Managed up to 22 distribution sites supplying 130 sites nationwide with an inventory valued at $140+ million and a 140vehicle fleet. Captured multi-million dollar cost savings through efficiency, productivity, quality and safety improvements.
Senior Partner
OUTSOURCE, INC., Boston, Massachusetts
1992 to Present
Recruited by executive team of this full-service transportation management firm to provide strategic and
tactical leadership for an aggressive business growth and diversification program. Company specializes in
the design and delivery of customized logistics operations to reduce costs of product acquisition, transportation and warehousing for client companies.
Manage client projects from initial consultation, through a comprehensive service improvement, cost reduction and analysis program for design, development, and oversight of logistics operations. Evaluate existing
logistics operations and integrate within newly-established programs. Analyze efficiencies of existing
warehousing, fleet and traffic management processes to determine alternative paths of supply management.
Provide on-site training to company personnel and personally negotiate carrier price and service contracts.
Won nine major traffic management contracts which generated over $1 million in revenues to Outsource.
Spearheaded three major logistics projects with full responsibility for design of turnkey warehousing,
distribution, fleet and logistics operations.
Vice President of Distribution

CHANNEL HOME CENTERS, INC., Whippany, New Jersey
1978 to 1991
Senior Operating Executive responsible for the strategic planning, development and management of a
regional distribution program servicing 167 home centers in 10 states throughout the Eastern U.S. Total
revenue volume exceeded $650 million. Total SKUs of approximately 20,000 items.
Scope of responsibility included five distribution centers, a 100-tractor private fleet, 400 personnel, a $3 1
million inventory and the entire domestic/import traffic management program. Managed a $17 million
annual operating budget, administered all DOT and OSHA regulatory compliance programs, and introduced
a complete safety, health, quality and productivity improvement plan. Directed distribution operations
purchasing and vendor management programs.
Conducted ongoing operational analyses to maximize operational efficiencies through redesign of warehousing facilities and realignment of regional distribution network. Negotiated contracts with common carriers to
reduce transportation costs and administered union contract agreements for Channel employees.
202
JOHN SPENCER
Page Two
CHANNEL HOME CENTERS, INC. (Continued):
Created an innovative cross-docking program in cooperation with major suppliers that reduced Channels
annual product acquisition costs by more than $15 million.
Introduced a proactive program for inventory control that reduced shrinkage from $ I .4 million to only
$250,000 within two years.
Consulted with A.D. Little to design and implement leading edge computer technology for the optimal
replenishment method for each SKU category.
Implemented JIT/quick response inventory and stock replenishment programs that resolved previous
problems with merchandise distribution and provided adequate inventory at all I65 retail locations.
Assistant Vice President of Corporate Distribution
TWO GUYS DEPARTMENT STORES (Vornado, Inc.), Garfield, New Jersey
1970 to 1977
Promoted from Director of Distribution to Assistant Vice President within one year of hire with responsibility
for 22 distribution centers (3 million square feet), 1 100 employees, 140-vehicle fleet, $140 million inventory
and $23 million annual operating budget. Directed stock replenishment and merchandise distribution (87,000
hard and soft goods) to 130 stores in nine states. Total revenues exceeded $ 1 billion.
Launched a series of aggressive cost reduction initiatives that saved over $9 million in annual expenses.
Realized savings through redesign of existing warehousing and transportation programs, negotiation of
discounted purchasing and service agreements, realignment of staff requirements, and improved operating policies and procedures.
Initiated and secured ICC approval for a wholly-owned subsidiary contract carrier. Reduced annual costs
to the corporation by $2.5 million through savings in payroll and equipment costs concurrent with a
significant decrease in union exposure.
Restructured the entire distribution network, consolidated operations and eliminated four distribution
centers for a net annual savings of more than $6.5 million.
Negotiated favorable collective bargaining agreements with three Teamsters local unions and the
International Ladies Garment Workers Union.
EDUCATION:
BS / Business / Summa Cum Laude, Bloomfield College, Bloomfield, New Jersey, 1994
BA / Psychology, Rutgers University, Newark, New Jersey, 1970
Highlights of Continuing Professional Education:

Traffic Management, Rutgers University
General Transportation Management, Rutgers University
Computer Applications in Distribution, American Management Association
Warehouse Layout, American Management Association
Materials Handling Management, International Materials Management Society
International Materials Handling Society
Private Carrier Council
Council of Logistics Management

Warehouse Education & Research Council
American Trucking Association
Resume Samples
203
MICHAEL De LEON
9834 Avenida de Peces Buenos Aires 6416, Argentina
011-64-4-713-8977
GLOBAL TRAVEL & TOURISM INDUSTRY EXECUTIVE

Sales C Marketing Management / K e y Account Management / Customer Relationship Management
Travel Agency Operations / PGL Management / Information Technology / Professional Staffing
Public Relations & Promotions / Strategic Business Partnerships / Revenue & Income Growth
Well-respected Industry Executive with more than 15 years professional and managerial experience. Pioneer in
the introduction of travel, tour and expedition programs throughout new regions worldwide. Established
relationships with leading corporate, industry and embassy officials that have resulted in millions of dollars in
travel revenues and a distinctive positioning within the highly competitive global market.
Fluent in English, Spanish, French and German. Dual citizenship in Argentina and France.
Owner / Managing Director
ASTRA TRAVEL, S.R.L., Buenos Aires, Argentina
1979 to Present
Senior Operating Executive with full P&L responsibility for an exclusive travel agency specializing
in adventure tours and expeditions worldwide (e.g., Antarctica, China, Easter Island, Galapagos,
Tibet, Greenland, Vietnam). Hold full accountability for annual businedmarket planning, sales
management, public relations and promotions, travel/tour design, corporate client development and
management, supervision of accounting and finance functions, professional and support staffing,
training, information technology and all administrative affairs. Negotiate and manage strategic
partnerships with travel agencies and airlines (e.g., British Airways, Canadian Airlines) worldwide.
Built revenues from US$1.8 million to US$3 million. Delivered consistent increases in sales
performance with growth of up to 100% annually.
Established global business relationships with embassies, companies, banks, international news
agencies and other corporate accounts to plan and direct their travel and tour programs. Key
accounts include Bank of America, Lloyds Bank, ICI Pharmaceutical and the British Embassy.
Ranked as the #1 agency in Argentina for airline ticket sales between Argentina and Canada
and the only travel agency in Argentina to exceed Canadian Airlines sales quotas in 1993 and
1994. Earned the Airlines prestigious Sales Quota Achievement Award in 1994.
Orchestrated the introduction of PC-based technologies to automate all reservation systems,
accounting, reporting, database management and administration (Amadeus, Sabre, Galileo).
Managed a key strategic partnership with Lindblad Travel, U.S.A. as their exclusive South American representative. Significantly expanded account revenues to the agency.
Recognized worldwide by leading travel authorities and publications for innovative, upscale and
high-quality tours and expeditions. Recommended in major travel guides including South Ame&
and Rand McNallys S

s
.
dbook - The Travellers World
Guest speaker at the University of El Salvador (Buenos Aires), American University Club,
Argentine Travel Association, and other industry groups and symposia.
Agency won the German Medal for Professional Tourismfor technical tours designed and sponsored
in cooperation with Lufihansa, and the Gold Medal from the Argentine Association of Travel
Agencies and Travel Agents as the first travel agency to open the Antarctic continent for tourism.
204
MICHAEL De LEON
Page Two
Manager - Cruise Department

LINDBLAD TRAVEL,New York, New York
1978
Recruited to join this prestigious travel operator catering to an exclusive clientele (e.g., Prince
Bernard of Holland, President of Shell International). Responsible for the sale/marketing of cruises
and adventure expeditions to new destinations including Antarctica, Galapagos, South Pacific and
the Arctic Region. Trained and supervised three travel agents.
Early Experience aboard the M.S. Lindblad travelling throughout the Antarctic region. Attended
on-board lectures presented by Jacques-Yves Costeau, Roger Tory Peterson and Sir Peter Scott. Played
a critical role in emergency rescue following the vessels grounding and transfer of passengers to a
Chilean Navy vessel.
EDUCATION:
ARGENTINE CATHOLIC UNIVERSITY, Buenos Aires, Argentina
Major in Political Science (1977)
UNIVERSITE DE SCIENCES POLITIQUES, Paris, France
Major in Political Science (1975)
LONDON UNIVERSITY, London, England
Certificate in Spanish Literature (1973)
UNIVERSITY OF CAMBRIDGE, Cambridge, England
Certificates in English, Spanish, Geography and Economics (1972)
Higbligbts of Management Training & Development:

Management Training & Development, Lufthansa (1980 to 1981)
Developing Management Skills, Pan American Airways (1979)
Sales Dynamics, Pan American Airways (1978)
Rates & Tariffs, Pan American Airways (1977)
Association of Tourism Industrial Professionals (SKaL)
Appointed as the youngest member ever. Elected to the Board of Directors in 1982. Served as the
Club Secretary in 1984 (honored as Club of the Year by the international association).
International Air Transport Association
American Society of Travel Agents
Argentine Association of Travel Agents
Association of Travel Agents of Buenos Aires
Argentine Chamber of Commerce for Tourism
205
Resume Samples
PATRICIA BRADFORD
731 Northwind Drive
Greenwich, Conneticut 65464
(203) 413-47389
CORPORATE TREASURY MANAGER

Cash Management & Investment / Debt Management & Recapitalization / Pension Plan Administration
Fifteen years of progressively responsible experience in the planning, development and management of complex
treasury operations worldwide. Combines expert financial, analytical, negotiations and executive presentation
experience with excellent qualifications in MIS technology, investment planning and capital structure/capital investment. Thunderbird Masters Degree.
THE COCA-COLA BOTTLING COMPANY OF NEW YORK, Greenwich, CT
(Fortune 400 company with $700 million in annual revenues)
1989 to Present
Assistant Treasurer ( 1994 to Present)

Manager of Treasury Operations (1991to 1994)
Manager of Cash & Debt (1989 to 1991)
Fast-track promotion to current position as Principal Treasury Officer for all domestic operations.
Responsible for structuring $650 million in debt, managing $65 million in pension assets, negotiating
$220 million in letters of credit and directing accounting operations for $700 million in annual sales.
Hold full strategic planning, operating and management responsibility for:
Debt Management - capital structure, rating agency presentations and negotiation of loan
covenant amendments.
Pension Management - financial management of defined benefit and contribution plans.
Cash Management - short term investments, automated treasury systems, and treasury policy/
procedures.
Concurrent management responsibility for cash flow forecasting, financial reporting, bank relationships
management, interest rate risk exposure and professional staffingkraining. Administer $700,000
annual operating budget.
Recapitalized the company, transitioning from a highly-leveraged and below investment grade
position to liquidity with capability of meeting all future cash requirements. Restructuring included
$160 million in preferred stock, $315 million in senior debt and $175 million in subordinated debt.
Negotiated amendments to loan agreements to restructure capital base and lowered cost of debt by
$15t million annually.
Launched a complete reengineering of cash management function, introduced leading edge
technologies (e.g., lockbox, control disbursement, direct deposit of payroll, general ledger
software), and reduced annual operating costs by 25%.
Defined organizational requirements and successfully introduced an enhanced 401(k) plan.
Analyzed and executed a successful interest rate hedging strategy.
Orchestrated annual three-year strategic planning process for the entire company.
206
PATRICIA BRADFORD
TRIANGLE INDUSTRIES, INC., New York, NY
(Fortune 200 company with $1.8billion in annual reuenues)
Page Two
1987 t o 1989
Cash Manager
Dual management responsibility for all cash and treasury operations of holding company and its seven
subsidiary manufacturing operations (e.g., American Can, National Can, Uniroyal Chemical). Scope of
responsibility included designhmplementation of cash management systems, cash forecasting and
investment of $100 million, high-yield, short-term portfolio.
Spearheaded the selection and implementation of cash management systems to automate all
treasury operations. Managed project from concept through development and implementation,
creating a fully-integrated, state-of-the-art technology function.
Demonstrated expertise in short-term investment management, outperforming Donaghue Index by
an average of 300 basis points.
Authored policies and directed implementation of the corporations first formal cash forecasting and
cash control procedures.
JOSEPH E. SEAGRAM AND SONS, INC., New York, NY
1982 to 1987
Assistant Cash Manager (1985 to 1987)

Senior Cash Analyst (1983to 1985)
Cash Analyst (1982 to 1983)
Promoted through a series of increasingly responsible assignments to final position as second-incommand of this multinational corporations global cash management program. Defined short-term
investment objectives and executed investment transactions and spot purchases of foreign exchange.
Planned strategy and directed investment of $100 million short-term portfolio.
Designed and implemented a foreign exchange netting system which reduced the cost of foreign
exchange by more than 40%.
Automated and subsequently managed a $300 million commercial paper program.
Recruited to Seagram following year-long banking relationship at Manufacturers Hanover.
MANUFACTURERS HANOVER TRUST CO., New York, NY
1981 to 1982
Operations Specialist
Direct liaison between the bank and several major corporate clients (e.g., Texaco, Seagram, Continental
Grain) to facilitate banking, cash management and short-term credit4ending transactions.
CENTRAL NATIONAL BANK, Berkley, CA
1979 to 1980
Operations Trainee
Completed an intensive 12-month professional training program.
EDUCATION:
MASTERS DEGREE IN INTERNATIONAL MANAGEMENT, 1978
American Graduate School of International Management (Thunderbird),Phoenix, Arizona
BACHELOR OF ARTS DEGREE / BUSINESS MINOR, 1976
College of Santa Fe, Santa Fe, New Mexico
You talk to a resume professional, and they mention Keywords.

You read about the Internet and job search technology, and the emphasis is on Keywords.
You listen to a news brief about employment trends, and they mention Keywords.
You go to a job search training and networking seminar, and the focus is on Keywords.
What Are Keywords and Where Do They Come From?

Keywords are buzz words - action verbs and nouns you can use in your resume to
sharpen the text a n d enhance the presentation. There are virtually hundreds a n d
hundreds of Keywords - some that are general and everyone can use; others that are
specific to your industry and your profession.
BE CAREFUL! Use these words wisely to highlight your skills, experiences, qualifications, competencies, achievements and success - NOT IN EXCHANGE FOR THEM!
Your career is the core of the resume. Keywords are used to surround and sellit.
Look on the bookshelves this fall for 100 Words for $1 00,000-1Jobs (written b y Wendy
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nouns and action verbs for use in resume and cover letter writing.
207
208
Accelerated
Cataloged
Corrected
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Checked
Created
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Clarified
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Dispensed
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Expedited
Keywords
Explained
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Helped
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Judged
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Prepared
210
Prescribed
Recorded
Served
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United
Purchased
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Updated
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Upgraded
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Summarized
Used
Raised
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Supervised
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Supplied
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Verified
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Received
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Won
Recognized
Selected
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Worked
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Sensed
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Wrote
Reconciled
Separated
Talked
RESUME & JOB SEARCH RESOURCES

THE ADVANTAGE INC.
Executive Resume E Career Management Center
The Advantage, Inc., one of the nations foremost resume and job search centers, was
founded by Wendy S. Enelow in August 1986. The firm specializes in resume development, job search and career coaching for professional, management, senior management
and executive job search candidates. To date, The Advantage has worked with more than
5000 professionals worldwide to plan and manage their successful job search campaigns!
Professional writers and coaches work one-on-one with you to explore your professional goals, develop career strategies, create winning resumes and implement action plans
that competitively position you to:
Executive Resume Development

Cover Letter Writing Services
Executive Career Planning & Coaching
Executive Job Lead Publications
Targeted Direct Mail Campaigns

Internet Online Services
Interview Counseling
Keyword Presentations
Consultations with Wendy Enelow are by scheduled appointment. If you are interested in
executive resume, career coaching or job search management services, fax the form
below with your resume to (804) 384-4700 or phone (804) 384-4600.
~ - I m m m m ~ m m m - - - - - - - - - - m - - - - ~ B ~ ~
YES!
Please contact me regarding your services and pricing.

My resume is attached.
NAME:
ADDRESS:
PHONE:
FAX:
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211
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NO
212
Carter Rerourter
ontact Impact Publications to receive a free annotated listing of career resources or
visit their World Wide Web (Internet) site for a complete listing of career resources:
http://www.impactpublications.corn.
The following career resources are available directly from Impact Publications. Complete this form or list the titles, include postage (see formula at the end), enclose payment,
and send your order to:
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American Express. We accept telephone, fax, and e-mail orders.
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100 WINNING RESUMES

FOR $lOO,OOO+ JOBS

100 WINNING RESUMES FOR $lOO,OOO+ JOBS

Copyright 0 1997 by Wendy S. Enelow

Library of Congress Cataloging-in-Publication Data

For information on distribution or quantity discount rates, call (703/361-7300),FAX (703/

100 WINNING RESUMES

Construction / Property Management

Food & Beverage / Hospitality

Public Relations / Corporate Communications

RESUME C JOB SEARCH RESOURCES

J AN ACCOMPLISHED CEO, successful in virtually every endeavor you have

J A TALENTED MARKETING PROFESSIONAL with

J A TOP-PERFORMING SALES EXECUTIVE who can

J A SOPHISTICATED FINANCIAL EXECUTIVE with more than ZO years

100 Winning Resumes for 5100,000+ Jobs

COMPETITIVE RESUME WRITING

The best part of resume writing is that there are no rules!

100 Winning Resumes for 8100,000+ Jobs

BUILDING YOUR RESUME

100 Winning Resumes for 5100,000+ Jobs

What did the companv do (A manufacturer? A distributor? A worldwide

Your challenqe (Was it a start-up venture, a turnaround or a high-growth

Writing Winning Resumes

Realigned field sales organization, consolidated similar markets and reduced

100 Winning Resumes for 5100,000+ Jobs

Well-known or well-respected companies.

Be sure to include all relevant professional certifications and licenses. In relation to

PROFESSIONAL & COMMUNITY AFFILIATIONS

HONORS & AWARDS

100 Winning Resumes for $lOO,OOO+ Jobs

FOREIGN LANGUAGE AND TRAVEL

Required by the employer.

NOTE: Consolidate all of the extras - Affiliations, Publications, Languages, etc. is

Chairman, National Industries Association

1. Open a file in your PC.

100 Winning Resumes for 5100,000+ Jobs

current career objectives.

TWO RULES TO LIVE BY

100 Winning Resumes for $lOO,OOO+ Jobs

Los Angeles, California 92009

CORPORATE ACCOUNTING & FINANCE PROFESSIONAL

(Acquired by International Publishingin December 1995)

JOHN P. SMITH - Pa3e Two

Created a comprehensive accounting and financial reporting system:

NORTHEASTERN UNIVERSITY, Boston, Massachusetts

100 Winning Resumes for 5100,000+Jobs

CORPORATE ACCOUNTING & FINANCE EXECUTIVE

Assistant Controller (1 995 to Present)

STEPHEN P. MITCHELL - Page Two

INVESTMENT GROUP, INC., New York, New York

Accounting Supervisor ( 1986)

Senior Financial Analyst

Assistant Accounting Manager ( 1976 to 1982)

Promoted through several positions in Accounts Payable and Payroll.

100 Winning Resumes for $100,000+

Credit & Collection

March 1990 to December 1996

Accounts Receivable Supervisor

Accounts Receivable Supervisor (1989 to 1990)

PUBLISHERS INC., New York, NY

April 1984 to May 1986

CAPITAL JEWELERS, INC., New York, NY